The Business of Antiques

It seems almost destiny that Krista Nye Nicholas and Tami Ramsay ended up as business partners bringing their brilliance and beauty to the world with their nationally-recognized interior design studio, boutique trade showroom, and online shop known as CLOTH & KIND.In this episode, Toma Clark Haines, CEO of the Antiques Diva & Co — the world’s largest antiques touring company – has a chance to visit with Krista and Tami and learn a few of their secrets for this incredibly successful partnership. They truly are a dream team with a design philosophy deeply rooted in their “shared love of creating spaces that are warm, inviting, layered and infinitely livable,” and an origin story written in the stars. Krista and Tami actively engage their clients in the creative process creating just the magic you might suspect. Serving both residential and commercial clients in their own backyards of Ann Arbor, MI and Athens, GA and throughout the entire country, “CLOTH & KIND offers full service, highly personalized luxury interior design services.”The two first met on Pinterest (when the platform was in its infancy) chatting online over a pin showing a vintage rattan chaise lounge that Tami had reupholstered in a Susan Hable fabric. Misunderstanding and believing the absolutely gorgeous piece to be for sale, Krisa cried “sold” and, though there was no business transaction to be had that day, a meeting of the minds was made between the two of them, and they continued to converse and develop their friendship online, following each other’s Pinterest boards and design blogs. They were both independently practicing as interior designers, they were both living in small college towns (albeit in totally different parts of the country), and they had a real shared love and passion for textiles and patterns and design in general — but the two had much in common. They were instant kindred spirits. A year or so after they met on Pinterest, they decided to meet at a design conference and, within just three days, had decided to go into business with one another.There is one thing they both emphatically agree on. “Alone, neither one of us would have ended up where we are. There’s just no way. It took our combined vision, skill set, design sensibilities, and all that type of thing to get us where we were going,” says Krista. “That’s kind of the beauty of it – in that neither of us alone would have been able to accomplish all of that. It’s almost like a mosaic if you will. I echo what Krista said, our skill sets are very different but very, very complimentary,” adds Tami. Inspired collaboration is what they call it, and it’s kind of magical.“When we very first met in person at this design conference and decided to go into business together, I came home and was in bed that night with my husband, and he was asking questions, and I almost felt like I had an affair and was like ‘I met somebody and like we’re going to go into business together.’  It was a really really vulnerable scenario and he – because he’s the person that he is – was extremely excited. But, at the same time, he was like, ‘But who is she?’ ” Tami laughs as she shares. “He knows me so well and he couldn’t actually believe I had decided to partner with somebody. And I was like ‘She dreams so big. It’s like it doesn’t even occur to her to be scared. And that was so mind-blowing to me. Because I’ve been very successful by all accounts in my life and have pretty much done anything I wanted to do, but I’ve also chosen things that I knew were also very attainable for me. So it might have appeared that I was being bold, but I was being bold to a degree I was comfortable with. And I was just so taken back by this joie de vivre that she had. I just wanted to scream ‘Why are you not scared?’”It’s a business marriage of perfectly...

Toma Clark Haines, CEO of The Antiques Diva & Co – the world’s largest antiques touring company – visits with a very special guest – Richard Burgoin with Arthur Swallows Fairs. Richard, along with his wife Anna and his brother Marc are second-generation fair organizers. And with their all hands on deck approach, there is a third generation learning the ropes as well. Richard and Marc’s father, Peter, launched the first ever Arthur Swallow Fair in 1995 in a disused hangar at an RAF Airfield in Lincolnshire. Around 50 dealers attended, and it became a regular fixture growing exponentially. Even at their young ages, Richard and Marc enjoyed shadowing their father and helping out with the setting-up, lifting, and carrying, and they soon got a taste for the ‘trade.’ When they left school, they joined their father working alongside him until 2008 when he retired. They continue to host some of the friendliest fairs, markets, and shows in the country welcoming everyone from collectors, dealers, and interior designers to home renovators, props stylists, and small business owners. They also welcome families and encourage the younger generation to discover the joys of hunting for beautiful old treasures, not to mention the environmental and financial benefits. The Burgoins take great pride in creating and running events which brilliantly serve both the trade and public, hosting everything from fast-paced, one-day markets to relaxed, three-day boutique home shows at several locations around the UK. The Arthur Swallow Fairs strongly focus on the antique, salvage, and vintage market with quality, provenance, affordability, and sustainability at the core of what their exhibitors offer. Their Antiques & Home Show held at the Lincolnshire Showground in Lincoln is especially aimed at the trade. This show is held on set Tuesdays in March, May, August, October, and December. To check dates on any of the Arthur Swallow Fairs, you can go to their website. www.asfairs.com. The Antiques & Home Show is an unmissable event for collectors, interior designers, independent retail buyers, set-designers, prop buyers, landscape architects, restaurateurs, and those passionate about creating a stylish living space. It offers visitors everything from fine antiques, art, pretty vintage, salvage, industrial, jewelry, curios, militaria, glassware, china, gardenalia to the unusual.Another very popular Arthur Swallow Fair is The Antiques & Salvage Market which is always held on Saturday (see website for specific dates and times) at Cheshire Showground near Knutsford (just south of Manchester). Visit the beautiful Cheshire countryside for some top quality antique and salvage rummaging from around 200 excellent dealers, perfect for both the public buyer looking for unique items for your home and garden, or a trade buyer looking to restock your shop. And one mustn’t forget their Vintage Flea Markets which are held on certain Sundays at the EXO Centre at Lincoln. And to round their fair experiences out, they offer the incredibly popular Decorative Home and Salvage Shows. These three-day outdoor boutique style events are set in stunning countryside locations aimed at those who love to source beautiful pieces for the home and garden. Laid out in marquees, shopping arcades, and outdoor pitches spilling out onto the grass brocante style, the stylishly displayed stock is suitable for all from trade and home buyers to stylists and props buyers. Some of the challenges antiques dealers have faced with Brexit got Richard to reflect on and reminisce about the heyday of popularity of UK antiques back in the 1990s when his father first started the fairs, and there would be as many as 3,500 stall holders from all over Europe buying and selling antiques. Richard began to...

Today’s episode features Angel Tan, CEO of The House Directory, the leading UK website for every interior design source under the sun. You will recall in Season 2 that Toma Clark Haines, CEO of  The Antiques Diva & Co, announced they are now doing MORE THAN ANTIQUES. As always, the quest is to help make your antiques business more profitable, and one cannot ignore the age old joke among dealers, “Once again, I’ve paid my rent on pillows and candles!” In order for an antiques store to be profitable, you have to think outside of the chaise lounge. A brilliant way The Antiques Diva & Co do this is by helping their clients not only source antiques around the world but also one-of-a-kind handmade and artisanal goods. Toma has personally followed The House Directory for more than a decade, and “personally” in this instance means not just as a business contact but as an avid user in her own decorating. Toma first utilized the site to decorate at least 50% of her home in the Netherlands back in 2010. As a long time fan of the site, Toma is excited to sit down with Angel Tan – a relatively new CEO – who took over a year and a half ago when the last of the founders decided to step down from this 22 year old venture. Angel is a fellow antiques enthusiast with a passion for bringing timeless classics into her home and a penchant for mid-century modern. “I just love the juxtaposition of antique pieces in a contemporary environment. The older items, so full of character, can just sing more in the calmer, more minimal space.”The House Directory is an online sourcebook for interior designers. They curate the resources in their list. Angel originally encountered the founders over a decade ago. The House Directory started as a series of books under House & Garden magazine. Serendipity allowed that many years later – Angel discovered that a friend’s mother was one of the founders, and Angel began her journey working with The House Directory. Angel spent years training and working as a qualified architect, has founded several businesses, and also took a foray into teaching. She brings this wealth of skills and knowledge to the table in her oversight of The House Directory as it strives not only just to be a resource but to also educate people in as many areas related to design in the home as possible. In addition to the directory, they have a bi-montly newsletter as well as a blog. The site has 21 categories (which were the same categories that the founders initially put in the books) and hundreds of sub-categories that can be searched alphabetically by the company name and through the sub-categories – making it an incredibly flexible and user-friendly site. Many of the companies that are part of The House Directory have been with them for the entire 22 years, but Angel shares that they are always on the lookout at trade shows and events and on social media for companies that they think would be a good addition to the directory and to which they extend invitations. There is also an online application so that businesses who feel like they are a good fit and would like to be considered for The House Directory can apply. The House Directory has a great listing of antique dealers, which is an area that Angel would really like to grow. “Decorating with antiques is one of the many ways in which interior designers and home-owners can be more sustainable,” shares Angel. Angel and The House Directory have recently partnered with Gail McCleod of The Antique News and Fairs (and also VP of The Antiques Diva & Co.) to bring a special advertising offer for dealers to join both sites at once! (See link at end of post.) While The House Directory will continue to offer excellence as a go-to online resource, Angel sees the company returning to real life in the future starting with an exhibit...

Often referred to by dealers as “The Decorative Fair” or even simply “Battersea”, The Decorative Antiques & Textiles Fair is THE fair among fairs. If Toma Clark Haines, CEO of The Antiques Diva & Co, could choose only one antiques fair to attend for the rest of her days, it would hands-down be “Battersea”. Filled to the brim with “complete and utter jaw-dropping eye candy,” it is the one fair that Toma could simply not live without. So, it is her joy to bring you today, Jane Juran, the owner of The Decorative Antiques & Textiles Fair, located at Battersea Park in London. Toma shares that if you take the top 1% of what is at the Paris Flea Market, then “Battersea” is what you get. Featuring 140+ exhibitors offering traditional and informal antiques, 20th century design and works of art, plus a seasonal focus on garden and exterior-related decoration including furniture, objects, planters and statuary –  The Decorative Fair is London’s largest and longest-running major event of its kind.Jane shares that after missing four fairs due to COVID-19, The Decorative Antiques & Textiles Fair is back with a vengeance – citing that the fair in January as one of the best in years. Opening queue at “Battersea” is one of Toma’s very favorite things to photograph as they are known for the waiters coming out with trays of glasses of champagne for those waiting in line. “It’s like any party!” shares Jane. “You work so hard getting ready that we’re just so happy when we get the queue that we like to give everyone a little drink.”Fast approaching its 40th anniversary, the fair was first launched in Battersea Park in London in 1985 by antiques dealer Particia Harvey. Attendees are met not only with a drink but with specialist dealers from across the UK displaying their carefully-gathered collections of country house antiques, art nouveau and deco designs, mid-century classics, glass and silverware, decorative textiles and rugs, out of the ordinary lighting and mirrors, collectable curios and objets d’art, jewelry and unexpected treasures alongside art and sculpture of all eras and styles from traditional to contemporary.In her travels around the UK, Toma often encounters dealers with a secret stash that, when she inquires about, they simply tell her, “Oh, that’s for Battersea.” Jane confirms that a lot of the items found at The Decorative Antiques & Textiles Fair are new to market in London. The mind-boggling range of items date from pre-1700 to the seventies, while art extends to the contemporary, and prices range from under £50 to £50,000+. A trip to The Decorative Fair can help you decorate every room in any type of house from top to toe in myriad tastes, from extraordinary to understated, opulent to folksy, formal to fun. Jane takes great pride not only in the impressive inventory one can find at her fair but also in the warm, friendly, welcoming environment they have managed to maintain over the years. While attendees come from all walks of life, including the occasional well-known celebrities as well as the top interior designers, there is a comfortable, accommodating feel at the fair. They do a lot to make shopping at Battersea Decorative Fair easy. Hosted in a great facility, there is a shuttle bus that runs from Sloane Square just down Sloan Street into Battersea Park. There’s also lots of parking, which is unusual for London. The event is dog friendly and when you need a little rest or sustenance, they have a place to sit and have a cup of tea or something to eat before you shop again. Although not a dealer herself, Jane’s husband David was an active participant and dealer in the fair early in their marriage in the 1990s. Jane was always involved in the administration end of things and, at the end of 2008 – wanting to keep an antiques dealer at the helm, Patricia sold the fair to David and Jane. David ran the fair and Jane was the support, but, after David’s sudden death in...

Toma Clark Haines, CEO of The Antiques Diva & Co, checks in after a whirlwind time at Paris Design week where she hosted The Antiques Diva Champagne Brunch at Marche Dauphine and sponsored by Modern Antiquarian. The fete was on Lunar New Year. Nearly 300 guests sipped champagne and ate on croissants whilst celebrating the Year of the Rabbit at Toma’s favorite market within the Paris Flea Market. #watchthisspace Not only was Toma hosting the party but was also filming the pilot for her upcoming TV show. On today’s episode, Toma shares her time management system. She is often asked, “How do you do it all? Do you have a clone?” And the truth is she has a great team, but a recent inquiry from a writing friend got her thinking about one of the most important things she talks about with her business coaching clients: Are you using your time wisely? Are you looking at what’s going to make you the most amount of money with the time you have? We all have to think about how we are spending our time. Toma has a unique time management system that she has created and used for the last decade that can help you work more efficiently and make the best use of your time. For years she has simply drawn her own system out on a piece of paper (although she is excited to be developing with her sister a printed/printable version of her system that she is testing and refining now). At the beginning of each week, she divides a piece of paper into seven days. At the top of the page, for each day she writes her MIT (Most Important Thing), then on each day she lists her Top 3 (after the MIT). Then her actual appointments are scheduled in for the day. And, finally (and she tries to never neglect this), she will put in her self-care for the day.By taking these simple steps, she has now assured that not only will her top four most important issues of the day be dealt with, but she will make all of her appointments, and she will not neglect herself in the process!Toma then divides the bottom corner of the weekly page into a list for each of these categories: Administration, Marketing, Creative, Sales, and Financial. By looking at these categories individually, she is able to utilize an effective time-blocking technique. Simply having her to-do list organized in this manner facilitates time-blocking or task-blocking. She is able to do all her financial stuff at once. She can go in and do all her sales oriented tasks at once. She is able to address all of her creative activities at once. When she has a time-block to use her brain in a certain way, it allows her to function better/more efficiently.Toma hopes this system can help you to create your fullest, happiest, most financially fruitful year yet. Stay tuned because she is starting to schedule the line-up for the next 12 episodes here on The Business of Antiques where she will be bringing you business coaching for antique dealers and other creative entrepreneurs.While we will always do private one-on-one consultations, we are looking to feature live consultations on the podcast so listeners can experience and learn from you. If interested, please send an email at [email protected] to have your free consultation on the podcast. But never fear, if you desire an unrecorded consultation, Toma is happy to oblige that as well. The key point is that she would love to help you succeed in your antiques business!

In today’s episode, Toma Clark Haines, CEO of The Antiques Diva & Co, talks to Emilio Lenarduzzi of Porte Italia. The name Porte Italia literally means “the doors to Italy”. Over the years, Emilio and Toma have discussed the name of his family-run Italian furniture company. Emilio wondered if the name was appropriate. Toma’s response is always, “Most assuredly, yes,” because the Lenaduzzi’s open the doors to Italy to their clients by helping international buyers source handmade, hand-painted Italian furniture.All of their furniture is made in in the Veneto (the region in which Venice is located). Every region of Italy has its own traditional cottage industry. For over 400 years, the Venetian tradition has been using these same traditional paint techniques that Porte Italia uses today. What the Porte Italia family-run business does aligns perfectly in conjunction with antique dealers who run concept stores selling more than antiques. While the furniture may be newly crafted, the Venetian traditions and techniques have been around for centuries. Porte Italia is selling tomorrow’s antiques in their finely crafted furniture that honors the traditions of old and will last far into the future. Toma proposes a few ideas to Emilio on how Antique Dealers could work with Porte Italia. While carrying their line (or a few piece from a collection) in their store is an interesting idea – Toma points out that Dealers don’t necessarily have to carry Porte Italia’s line in their store to sell it. They could offer these products for sale by catalog to their clients as a 3rd party seller. Porte Italia does custom – so dealers could have their favorite pieces eplicated – creating their own co-brandsd line -– or choose to redecorate a piece in the Porte Italia collection with their own pattern and color ways. Toma ask Emilio “What if a client has a picture of an 18th century bed – could the dealer work with Porte Italia to have a custom bed created from a picture for their showroom, and then clients could either purchase the bed outright from the dealers showroom or have the product available to be customized and drop shipped internationally?” “Absolutely” says Emilio. Finding an antique bed isn’t easy. When/if the dealer is able to find an antique bed to sell, they will have to order a custom mattress, and custom bedding made that is the sizesof the antique beds are not modern standard sizes. There are some things – such as beds – that are simply more practical as contemporary pieces. Porte Italia makes fantastic work of scaling these antique pieces up for more contemporary interiors while maintaining the beauty of the original antique. Porte Italia’s amazing four-poster beds are one of Toma’s favorite things in their store. Toma has been a personal client of Porte Italia since before her move to Venice. Because of their devotion to going above and beyond in customer service, she became quick friends with the family. As luck would have it, she found her home in Venice near the Porte Italia store. She pops in regularly with a new idea for their artisans to create – or she confesses – she has bribed Emilio more than once with a glass of wine to come over to her apartment to help her change a lightbulb! Now that’s customer service! Emilio’s father founded Porte Italia and has been forging relationships with Venetian artisans since the beginning. Emilio shares that these artisans are not only their colleagues but their friends. Porte Italias offerings go far beyond beds. They do handmade, hand-painted furniture of all kinds including chairs, side tables, chandeliers, Venetian mirrors, lampshades of any kind, hand-painted canvases, and more. They even send their artisans around the world to install painted-ceiling canvases that are custom-created for

Today’s guest is one of Toma’s favorite Brits for the first guest of the new year. Toma Clark Haines, CEO of The Antiques Diva & Co and Founder of The Republic of Toma, is excited to sit down with Jane Walton – the mastermind behind the antiques aggregator site Decorative Collective (https://www.decorativecollective.com) and their sister website Hoarde Vintage (https://www.thehoarde.com). Jane launched the Decorative Collective in 2009, around the same time Toma launched The Antiques Diva & Co. Toma first met Jane through her colleague Gail McLeod, VP of Antiques Diva, and owner of Antique News & Fairs. Jane, a dealer herself, started her website initially to promote a handful of antique dealers who had been selling at the popular Decorative Fair in London’s Battersea Park. Her website wasn’t originally planned to be a marketplace, but ­– like all great entrepreneurs – Jane evolved her business. More and more dealers began requesting to join her website and The Decorative Collective site quickly became one of the top UK and European websites for buying and selling antiques. Jane’s and Toma’s stories bear such striking similarities and showcase the beauty of organic growth. The Antiques Diva & Co. started as a blog and transitioned into leading antique buying tours because readers started petitioning Toma to take them antiquing in Europe. The Decorative Collective launched as a website with beautiful inventory –gorgeous decorative vintage and antiques – and it grew quickly, becoming a busy and friendly online marketplace. The various sellers on the DC offer antique, vintage and contemporary furniture, lighting, mirrors, art, and accessories for both home and garden. With sellers uploading their items throughout each day, there is literally always something new to see and buy. On the DC, buyers and sellers communicate directly with each other, creating an incredibly transparent website. The sellers pay no commission on sales – just a flat fee to the DC – which allows them to be more competitive. And, buyers do not have to have an account to contact sellers, but having an account does allow buyers to save items for future reference and comes with a few bonus benefits.Jane is a storehouse of business knowledge which she openly shares in this podcast. Jane shares the story of her growth – what she and Toma refer to as the “growing up” of their businesses –how her willingness to evolve with the changes that came her way has made her company strong as well as the power and importance of having integrity in your usiness. Jane’s story is much like that of many of our listeners seeking to become antiques dealers. After years working as a legal secretary or PA in London (pssst…she worked for the queen’s solicitors!), Jane found herself ready for a big change and, when she dared to share with her new spouse her desire to take the leap, she found herself encouraged to fly. Jane openly admits that there’s been a learning curve, but says the mistakes are where the greatest learning occurs. “From a professional point of view – you grow and change every single day. You do something different every day.” And that’s why she loves the business of antiques. It never gets boring. Jane believes if she can do it, you can too. This podcast is the perfect kick-off for a brand new year and a brand new you. In this episode, Jane and Toma will inspire you whether you are new to the antiques industry or a longstanding part of this lovely institution. We all know owning your own business is not for the faint of heart, but it is something you can do if your heart so...

In today’s episode, Toma Clark Haines, CEO of The Antiques Diva & Co, talks with Ken Bolan of Ken Bolan Studios, formerly of London’s renown Talisman Antiques. Ken’s wisdom is a treasure trove for established antiques dealers or people just looking to start an antiques business of their own! After a recent visit to Ken’s new studio in the West Country, Toma knew she just had to share the wonder that is Ken Bolan with her listeners – and Ken graciously accepted. In the spirit of Christmas miracles, Ken’s passion for the industry will likely fill you with the same hope that meeting Ken gave Toma. Having been in the industry nearly five decades, Ken’s depth of knowledge, intuition, and insight into the industry of antiques – as well as keen creativity – is unmatched. Ken was born in Scotland but brought up in the English countryside. He moved to Switzerland in the early 70s where he set up four shops selling English antiques. He returned to the U.K. in 1982 to set up in an old brewery in what was to be one of the most stylish stores in the West Country, the Talisman, in Gillingham, Dorset. In 2006, the Talisman successfully expanded into London where Ken rescued an Art Deco garage on New Kings Road from demolition, where he enjoyed decades of renowned success as Talisman Antiques. Ken’s latest conquest has been to set up his studios in a stunning barn complex he purchased with his life partner, Caryn Mandabach, in the most idyllic part of the West Country, surrounded by ancient woods and natural pastures. Ken says, “So now I have the joy of not needing to think in a commercial manner but rather with the joy of buying things for the pleasure of discovery. It is simply wonderful to take on projects which inspire and excite me, and I am looking forward to the next adventure!” Ken’s entire career has been a constant exploration, and he says, “It has been a total joy to discover and interpret different styles and ideas from around the world.” While recording this episode, Toma and Ken each sit in their own homes, but both in 18th century Swedish chairs with their original paint, and Ken also surrounded by nine 18th century Swedish mirrors that he simply couldn’t part with because of the beauty and joy they bring into his life. The two discuss Ken’s role in making Swedish antiques what they are today – in making them known the way they are today. Ken always loved antiques and reminisces how, as a child, he would go to the village dump and rescue 18th century treasures. He says the passion has always been there. He grew up and continued to find treasures wherever he found himself. “I’ve got the best job in the world because I shop for a living. I’ve been shopping for 50 years…I just buy stuff that appeals to me..I wake up every day very happy. I can’t help it. I’m just too interested in too many things,” Ken says with a chuckle. As a forerunner in making Swedish antiques popular, Ken shares, “In the mid-80s, I met a crazy Danish Viking guy who set us up to go to Sweden. It was there I discovered 18th century Swedish furniture.” Ken did his shopping magic and the rest is history. People could not get enough.  Ken shares his journey from his first basement cellar store in Bern, Switzerland, through the dreadful 90s recession where he again landed on his feet, pivoted, and found himself doing art exhibitions with Annabel, none other than the Queen Consort Camilla’s sister. It was then he realized the trade was changing, and he went into retail. Then of course, 9/11 happened, and the trade changed again, and he realized, “I have to go to London!” Toma laughs, “Go big or go home!” and Ken agrees. “I literally did start with nothing so I can’t lose. You’re not getting rid of family jewels, you’re just making things happen,” say Ken....

Today’s episode is filled with excitement and holiday cheer as Toma Clark Haines, CEO of The Antiques Diva & Co,  visits with long-time associates, Danielle and Jean Pierre Pelletier, giving Jean Pierre a spontaneous (yet official) on-air promotion to Chief Operating Officer – realizing the title is long overdue. Christmas means family, and, as part of Toma’s “found family,” Danielle and Jean Pierre have been working with the company for a decade bringing excellence and enthusiasm to clients wishing to have the Paris Flea Market experience. Danielle’s official title is the Director of Trade Operations, and she has been the lead Paris guide for The Antiques Diva and Co for ten years. Her passion and love for antiques and specifically the Paris Flea Market are ringing in at 50 years. She has been haunting the flea market since she was only seventeen, a student with no money to make purchases, but with eyes planning for a life in antiques. At twenty she began purchasing small items at the Paris Flea Market and has been hooked ever since. She brings every bit of that experience and passion with her as she helps clients find just that special thing they are looking for. Toma asks Danielle to describe her job and the passion is self-evident. “I have the best job in the world. I am so happy to live the life I have now. I love my job for the fact that I go to the flea market every single weekend of the year.” (Unless she’s on holiday, of course.) “I love to take clients. I love to speak with clients, to make them laugh, to make their acquaintance and make friends. I have very good relationships with the vendors, with the clients, and a very good relationship with you, Toma,” Danielle says sweetly, and this truth is an understatement. Danielle quickly clarifies, however, “When I say ‘I’ I mean we. Jean Pierre and I do everything together.” Another understatement would be to say what a much loved fixture this couple is at the Paris Flea Market. Jean Pierre shares joyously at how the vendors greet them at the market, many who have become old friends. “‘Come In!’ They say. ‘We drink!’ And of course I never refuse them!” Jean Pierre laughs merrily. Toma asks Jean Pierre to explain what he does, and Toma is unsurprised to hear him say, “Well, the main thing is to try and follow up with what you’re doing and kind of sweep behind and tie up the loose ends. From the start, I contact the clients, tell them what we’re doing, and put them in relationship with the guides, follow up with all the bad accounting work that has to follow and make sure that everything is well oiled and works well for everybody.” Toma laughs and says, “In short, J.P. lassos a tornado!” Which happens to be appropriate as he is the only French cowboy she knows. Toma, who is originally from Oklahoma and grew up on a ranch with a father who is a cowboy, was most delighted when she met JP and Danielle and discovered an unexpected season in their life was running a large ranch in Calgary, Alberta. The couple lived in Canada on the ranch for fifteen years and continued to travel between Canada and Paris, France for another twenty.  Toma’s initial fear before meeting JP and Danielle for potential employment through a trange and fascinating set of events (that you will have to listen to the episode to be privy to!) was that they would be “too French” - -not having enough experience with the North American market. “It is important that my diva guides understand the local culture, but they also need to not only speak the actual language of our clients (who are largely from the United States) but also the mental language of our clients, as well. Danielle and Jean Pierre as native Parisians with a passion for the Paris Flea Market not only filled the French culture bill but also had a clear understanding and ability to relate to the company’s North American clients as well, thanks to their time as Canadian cowboys! The rest of...

On the Business of Antiques podcast Will Thomas of IACF and Love Antiques talks with Toma Clark-Haines, CEO of The Antiques Diva & Co about The Future of Antiques. One of the things Toma has learned about manifesting is that in order to make your dreams come true, one of the most useful things you can do is to find role models who help you visualize what is possible. When you see other people's success in your industry – you can see what is possible when you put your mind to it. Having a Role Model helps you become more successful. Enter stage right – one of Toma’s heroes in the antiques world – William Thomas. William, by all rights, has built and operates an antiques empire. Something Toma herself is building with The Antiques Diva & Co.Will is Managing Director of IACF (International Antiques & Collectors Fair), running Europe's largest antiques fairs, and he provides the best antique fairs in 7 locations across the UK: Newark, Ardingly, Peterborough, Shepton, Runway, Newbury, and Ally Pally. On top of running antique fairs, Will took the concept of the antique fair virtual by helping dealers sell antiques online when he founded LOVE ANTIQUES – the premier online antiques website. And, if that doesn’t keep him busy enough, Will has also dipped his hat into local politics working with his local counsel. He’s a family man, and rumor has it he runs marathons in his free time. He might just be a modern day Renaissance man.Will came into the industry without any experience in antiques when his father bought the Antique Fairs off of the Daily Mail. “My family were event organizers by trade. We ran a lot of trade fairs and trade publications. So I just entered from that angle – as an event organizer.” Will started at the bottom and worked his way up, even cleaning the first fairs and eventually working his way up to marketing and then to running the fairs entirely. “I’m a firm believer of knowing the whole business and how it works.”“Obviously I like antiques, and salvage is sort of my passion – but, I think because I didn’t know anything about antiques when we went to marketing, I focused on marketing to the people who didn’t know they liked antiques.” This unique marketing approach opened the antique fairs to a whole new audience, people who might not know the language or the terminology for what they are looking at. They just know whether or not they like it. Will’s unique approach to the world of antiques opens him up to the future in a way others don’t even see. “Not to change the subject,” says Will, “but this is where AI will change our industry in the next 5 to 10 years. Machine learning and AI are really exciting, and, if done correctly, will have a very big impact for the industry.” Another flash into the future that Will is very interested in and knowledgeable on is bitcoin. “What bitcoin means for the world is huge – a lot of the newspaper headlines misrepresent what this is – it is simply a decentralized peer to peer currency which will make transactions much faster, with very very low, or non-existent charges, which enables international payments to be conducted instantaneously, improving cash flow for dealers while saving them a lot of time and money on fees. I think when it comes to international payments for antiques for example, bitcoin makes sense. It will be a big part of the payment mix in the future and is very exciting technology as well.” Toma exclaimed, “You don’t think about antiques and AI and bitcoin as going together, but this is what I LOVE about talking about this industry with Will, he always throws in nuggets that make me think beyond where I would go on my own.” Will is always bringing antiques into the future simply by the conversations he has and where his brain naturally goes. Will’s other giant foray into the future of antiques involves his bold decision to launch Love Antiques, a third party aggregator site for UK Antiques Dealers to

In today’s episode, Toma visits with Tracey Young of The Elemental Garden. At The Elemental Garden, they think of themselves as “stewards of time,” always in search of unique and beautiful elements to transform your surroundings. Designers, architects, and collectors look to them as a go-to source for rare and authentic garden antiques, bold furnishings, and unusual decorative accessories all with a strong architectural aesthetic. Tracy is, without a doubt, one of the leading antique dealers in America, and one of only a handful whose entire focus is on garden antiques. Her extensive knowledge, unique dedication to give her clients the best service, and her down-to-earth honesty and accessibility make her a gem to work with.Tracey has been an antiques dealer for over 20 years, but she came into the industry later in life. It was a third career following her work in nursing, and then in cardiac electrophysiology, which essentially addresses the electrical system of your heart. Every heart needs an electric impulse to make it beat. At 45, after years in health care, Tracey listened to her own heart and sought out the impulse she was needing to reboot her life. In 1999, Tracey took $75,000 and went to sourcing antiques in order to open her first shop in Sheffield, Massachusetts. She shares openly that mistakes were made, and both Toma and Tracey speak about the importance of making mistakes, owning them, forgiving yourself, and moving forward anyway. “Nothing wakes you up like buying wrong inventory and not knowing what you’re doing. Of course, no ones going to know how to buy at first, it is knowledge that you accumulate over the course of years,” explains Tracey. The two agree: It doesn’t matter where you are in life, you can always start something new. “So many of the business skills I learned consulting were useful in the antiques business,” says Tracey. Tracey openly shares her wealth of knowledge with Toma not only of what the “game changers” were for her business, but what she sees as the modern day game changers in building an antique business. Toma and Tracey share the power of turning down a sale, how to educate your clients on the pros and cons of antique buying in order to enable them to make educated decisions when buying, and the importance of treating your buyer with profound respect – empowering them to make the decision that is going to be right for them. This podcast is packed with jewels every antiques dealer needs to know.Tracey says “Being an antiques dealer is a complex business that is constantly changing and you have to change with it.” In this episode, Toma and Tracey provide wisdom and help for antiques dealers giving you a taste of what Tracey did not have the benefit of – mentorship. The episode closes with the invaluable resource you will find in a mentor. Lastly, the two evaluate the advantages of buying an existing antiques business in order to have financial flow while learning the ropes of being an antiques dealer. Never underestimate the power of inside knowledge! This episode is sponsored by The Antiques Diva Training Program The Business of Antiques - Antique Dealer Training Program offers business coaching and training for seasoned professionals in the trade as well beginners who are wanting to start a store and everyone in between.  When you work out with a personal trainer at the gym they keep you focused and hold you accountable. They help with goal setting and understand how the human body works better than you do - and thus plan your workouts to maximize your goals, needs and skill sets. A personal trainer quite simply keeps your wellness...

In today’s episode, Toma Clark Haines talks with Ivan Macquisten, Ivan is a writer, commentator, analyst, collector and campaigner in the international art market. He runs his own consultancy, focusing on policy (including AML), business development, reputation management, communications strategy and media relations for trade associations as well as auction houses, galleries and tech businesses internationally – while also advising collectors and artists.As a campaigner, he has advised the UK parliament on cultural property legislation and wrote part of the trade guidance for the Cultural Property (Armed Conflicts) Act of 2017. He also acted as Chief Adviser to the UK and international trade associations in negotiating with the European Commission and European Parliament over the EU’s 2019 import licensing regulations for cultural property.As a journalist he writes regularly for the Art Newspaper and Artnet News and has a series of columns on art, antiques and collecting in UK lifestyle magazines. Also, rumor has it that Ivan actually started as an actor who ran a rather successful little theater, so successful, in fact, that many of their shows were moving to London’s West End where they would promptly recast Ivan’s parts with a well-known actor. During that same time he was ghost writing for a friend as a showbiz editor, and it was this foray into journalism that planted him firmly in the art and antiques world. Ivan says, “In the world of art and antiques, if you’re not passionate about the history of the items, the craftsmanship or the quality, you’re never going to make it as a dealer and certainly not as a collector.” It is precisely this passion that makes Ivan so good at what he does.“The two things people need to understand about the art market is: 1) It is not static. It is an ever changing organism,” explains Ivan, “And 2) It doesn’t actually exist! There is no single market, but thousands and thousands of micro markets.” Because of this diversity, Ivan has invested time trying to oppose one size fits all legislation. “The globalization of the antiques movement is the most paramount thing we do as the Antiques Diva & Co.” says Toma Clark Haines, CEO and Founder of The Antiques Diva and Co. Toma and Ivan discuss the changes created by the globalization of the market, the power of niche, and retail psychology and the brilliant ways in which antiques dealers can utilize these strategies. While embracing a variety of marketing strategies is imperative in an ever-changing market, the two agree that client service is at the heart of everything.Treating people well is the best way to market your business. Toma shares, “One of the current key points for Americans antiques buyers is that international shipping prices are finally beginning to come back down, and again, the strong exchange rate and that with post-Brexit Britain, there are still trade routes between UK and France.” The episode wraps up with a rousing discussion on why the two agree that the UK is still a fantastic place to buy and sell antiques! Last but not least this episode is sponsored by The Antiques Diva Training Program The Business of Antiques - Antique Dealer Training Program offers business coaching and training for seasoned professionals in the trade as well beginners who are wanting to start a store and everyone in between.  When you work out with a personal trainer at the gym they keep you focused and hold you accountable. They help with goal setting and understand how the human body works better than you do - and thus plan your workouts to maximize your goals, needs and skill sets. A personal trainer quite simply keeps your wellness plan on track.  Working with a business coach for your antique store operates the same way as working out with a...

For today’s episode of Season 3, Toma Clark Haines, CEO of The Antiques Diva &amp; Co and Founder of Republic of Toma, sits down with the two brilliant Italian women living in New York running Hello Again Decor. Olivia Fincato and Federica Pittarello founded their antiques business on the core belief that “a well lived life means surrounding yourself with beauty and character but also looking for ways to do better for our planet.”&nbsp; As an antiques dealer you’re always looking for a value proposition selling antiques. Remember sustainability is a selling point. Antiques are Green.One of the core topics Toma talks about again and again on the Business of Antiques podcast and in business coaching sessions with her Antique Dealer clients is How to Market Your Antiques Store. Starting with strong branding paves the way towards future sales. Create a tagline for your antiques business that says: 1) Who you are. 2) What you do. And 3) Why this should matter to your clients.Hello Again Decor’s tagline – “Upcycled Furniture for Better Living” is a perfect example of this.Both Olivia and Federica are Italian women living in NYC, and, although they are both from Venice, they first met in the Big Apple! They became quick friends, and their shared love for antiques, beauty and sustainability led them to their creative business idea of importing unique European antiques from Italy, and – with the help of their team of Italian artisans – transforming the pieces by giving them a contemporary twist, while maintaining their beauty and integrity. “Instead of producing something new, we thought, ‘Why don’t we restore and give a second chance to a treasure we can find in Italy – and throughout Europe?’” explains Olivia. Hello Again Decor’s business is built on this sustainable way of decorating and embracing the beauty that comes with age. Olivia and Federica believe the definition of beauty can be found in aging well. “Beauty is deeply related to the authentic side of ourselves. There is no perfection. The beauty is in the imperfection.”One of the things we always tell The Antiques Diva &amp; Co. clients who are trying to grow their antiques business is that if you are going to make money in this business, you need a ulti-pronged sales approach. Hello Again Decor models this beautifully. Aside from the fact that each of them are running parallel businesses as they get Hello Again Decor off the ground – Federica in her own construction company working with designers and architects and Oliva as a NY based journalist/editor specializing in design and architecture – Hello Again Decor has created multiple avenues for revenue. They sell through Instagram and their own website and on Chairish. More recently, they have collaborated with their network and now have a showroom near 23rd &amp; Lexington, the perfect location for connecting with the NYC design scene. They also participate/partner with Salon on Art &amp; Design. Each of Hello Again Decor’s pieces has its own personality. “They can really have their own character – their own unique vibe. We have a chair that comes from the UK that we have called Agatha.”&nbsp;Federica and Olivia explain how they give each of their pieces its own name that refers to a typical name from the country or time period from which the piece came. Hello Again showcases each piece not only by naming them, but by utilizing fabulous photography and by telling its story, giving each piece its own page on their website. Good marketing is good storytelling. Hello Again Decor excels at creating unique pieces through restoration and reinvention, and then does a brilliant job of telling their stories. (<a href="http://www.helloagaindecor.com/" rel="noopener noreferrer"...

Hailing from a long line of French antique dealers, artisans, and craftsmen, Antiques Diva Guide Melanie Aussandon’s expertise is wide and varied. Melanie got her start studying and specializing in antique paintings, has owned and operated her own antique store, ran a popular blog on antique hunting in Provence, developed her own line of jewelry, and has vast expertise in building not just an antiques business but a brand. That is why as VP of Sales at The Antiques Diva &amp; Co., she is such an essential ingredient to what we are doing to achieve our goal of making antiques modern, sexy, fun, accessible and profitable.&nbsp; Melanie not only started and developed our Antiques Diva Provence Antique Buying Tours, but she also played a crucial role in getting Antiques Diva Asia off the ground during her time living in Bangkok. One of her greatest gifts is her intuitive work as a trend forecaster, always in touch with the heartbeat of what is happening in the world of antiques, fashion and interior design. Melanie brings to the table a deep understanding of what our clients want. In this episode, Melanie and Toma talk “More Than Antiques” elaborating on how to not only build a successful antique business as an antique dealer but how to escalate that business into your own brand. “We have reached the point we want to bring more to our clients. We bring antiques, but we also bring the artisans,” explains Melanie as she elaborates on her latest passion of finding small family-owned companies that can partner with our Antiques Diva clients to help them create their own product lines. A standard industry joke is how “we’ve once again covered the rent on candles and pillows.” With Melanie’s help, The Antiques Diva &amp; Co. clients can now work with artisans and craftsmen from around the world to create their own lines of pillows and soap and oh so much more!The Antiques Diva &amp; Co has made connections to help our clients not only source their European and Asian antiques with us but also to help clients customize their brand. Like it or not, you are a brand, so why not take the opportunity to work with artisans and craftsmen to create customized designs that you know your clients will love? The possibilities are endless: Marseille Soap specially created for your brand, french baskets with your name on them, linens, wooden cutting boards, wallpaper and fabric designed by you (or a reproduction of a print you know your clients are gaga for!), custom ceramics, pottery, or even plaster or concrete statues, lighting, sconces, and architectural salvage reproductions. Of course, as lovers of antiques, we know these can never replace the original but when a client finds only two antique urns and wants to outfit their whole estate in them, you now have options to give your client what they want as we liaise with small factories on your behalf. &nbsp;One of Melanie’s greatest passions in life is sharing the French lifestyle - thus we are now facilitating white labeled and Antiques Diva group tours in Provence and the South of France. Sometimes antiques dealers want to bring their clients with them to source antiques in France and at The Antiques Diva &amp; Co we can help with everything from the antiquing to where to stay in Provence.&nbsp; We propose addresses that can meet our clients group’s needs– modern or historic 18th century southern French Chateaux or Bastides– and then plan four, five, or even six-day long antique buying tours and French Arte De Vivre tours where we go markets - both antiques and vegetable markets - as well as offer cooking class workshops, eating with locals, vineyard/winery tours, sidecar tours, indigo classes, upholstery workshops. These are not big bus experiences that you are joining but very private and unique experiences custom created for your group by The Antiques Diva &amp; Co. The information in this episode is a reward in itself, but those who stay until...

Based in Dallas, Texas, Teddie and Courtney Garrigan are the mother-daughter dynamos whose creative flair is the foundation for their award winning home decor retail shop, Coco &amp; Dash. Their distinctive aesthetic is showcased in an airy space that provides the backdrop for a retail vision that is a smart mix of one-of-a-kinds and home furnishings - classic and modern, approachable and exceptional - offered up with plenty of Southern hospitality.While Courtney has developed a signature style that embodies beauty and function, she has a propensity for quirky finds that are seamlessly incorporated with classic elements. Passionate about her love of imperfection in design, she contributes a fresh approach to the retail business. Meanwhile Teddie is known for her keen sense of style resulting from a lifetime of travel. A devout southerner who grew up living in Europe, she brings a relaxed and fun sophistication to Coco &amp; Dash along with a modern sense of luxury that is fresh, stylish, and timeless. With a love of all things home, Teddie and Courtney believe in the power and purpose of creating a sense of place no matter where you are. “Every antique carries with it a story and energy…They become the most important pieces in your home,” explains Teddie. And it was in this shared love of antiques that Coco &amp; Dash was conceived on an annual mom/daughter antique trip. As Courtney drove down the highway, she turned to her mother and said “Hey, we should open a shop.” Nose in a magazine, “Okay,” came Teddie’s distracted yet easy reply and nine months later the trucks were pulling up in front of their new store. Courtney laughed at the memory. And now ten years later, at the top of their game as a beloved brand in the industry, they feel like they are just getting started. Their love and enthusiasm for what they do comes through loud and clear. “Our goal is always that people understand you can have that sophisticated style but it doesn’t have to be pretentious.”While their origin story may sound like a flight of fancy, their business strategy is anything but. They believe it is absolutely imperative to have and understand your business plan–at the very least to have an executive summary. Every January, Teddie and Courtney sit down for two days and talk about every aspect of the previous year and plan out what they think will work for the upcoming year. When you have a vision, you know where you’re going. Their advice for those looking to start an antiques business is to do your homework. “You may know about antiques, but do you know about business? Understanding the back office stuff is one of the most important things, but also accepting that you can’t do everything. “We have people who help us with the things we’re not good at.” In building a team to support you, whether it’s your CPA, an employee, or the vendors you work with, Teddie draws upon the timeless wisdom from Indiana Jones: “Choose wisely!” “When you have the right people in place, everything runs much more smoothly,” agrees Courtney. Coco &amp; Dash is a brilliant example of the importance of being willing to embrace change in your business. “You have to change in this business. We are constantly changing,” explains Courtney. “We are a completely different store than we were nine years ago.” One of the most notable changes was their quick evolution into more than antiques. “We realized that if we only did antiques we were limiting our personal style. You have to be willing to change strategies.” Teddie practically shimmers at the mention of it. “I love change! Change is exciting. It’s fun! When you are pulled towards something, try it. Investigate it! If you’re drawn to it, then it’s for a reason. You have to go with your heart!” One significant and recent change at Coco &amp; Dash is their foray into Interior Design. “We didn’t choose interior design, it chose us!” Teddie and Courtney realized they were turning away opportunities as they...

As The Business of Antiques returns with Season 3, your host Toma Clark Haines has the honor of sitting down with one of her design heroes. It’s not often you get to meet one of your heroes, nonetheless become friends with them and travel Europe together. In today’s episode we welcome Clinton Smith. Currently Editor at Large for New England Home and Style Editor for Atlanta Homes &amp; Lifestyles, Clinton previously served as Editor in Chief of Veranda magazine.For two decades, Clinton Smith has been regarded as one of the design industry’s thought leaders and noted authorities on matters of taste and style. Clinton founded his eponymous design studio with the goal of championing and celebrating the art of living well. A respected editor and writer, he has authored four books on an array of lifestyle matters, including elegant entertaining, decorating with color, outdoor design, and living with flowers.Clinton has juried some of the most esteemed interior design and architecture awards competitions; moderated talks and discussions with many of the field’s leading professionals; and is a familiar face at design trade shows, from California to New York, London to Paris. &nbsp;Our clients at The Antiques Diva &amp; Co. who are sourcing antiques in Europe get a rare peek into the insight Clint brings to the table as he and Toma discuss this past year’s European travels, shopping excursions, and their experiences at the various antique fairs they have shopped together this year. Toma and Clint compare shopping in the Paris Flea Markets vs the Deballages in Provence vs Mercanteinfiera in Parma.&nbsp; They discuss what American antique dealers sourcing antiques in Europe with The Antiques Diva &amp; Co. might expect from these different experiences. Their discussion continues as they compare and discuss l'Isle sur la Sorgue, the Deballages &amp; Montpellier. They may even reveal a bit of the inside scoop on pricing at these markets. Clint the journalist comes out as he turns the table on Toma and asks her input on negotiating the very best prices without making an offensive lowball offer and in true diva fashion, Toma delivers! #antiquesnegotiating101Clinton Smith is not only an expert on impeccable design, but a connoisseur on living well and the two wrap up the episode by discussing how to overcome “museum fatigue” by taking time to appreciate the beauty of the European lifestyle. Clint and Toma share how taking the pause to admire the beauty of each moment will also give you that advantage when you are shopping as they reminisce on some of the finer moments they have experienced traveling together sourcing antiques this past year. Last but not least this episode is sponsored by https://www.antiquedealertrainingprogram.com/The Business of Antiques - Antique DealerTraining Program offers business coaching and training for seasoned professionals in the trade as well beginners who are wanting to start a store and everyone in between.&nbsp; When you work out with a personal trainer at the gym they keep you focused and hold you accountable. They helps with goal setting and understand how the human body works better than you do - and thus plans your workouts to maximize your goals, needs and skill sets. A personal trainer quite simply keeps your wellness plan on track.&nbsp; Working with a business coach for your antique store operates the same way as working out with a personal trainer at the gym.&nbsp; In The Business of Antiques - Antique Dealer Training Program we help you achieve your goals - and increase your profitability and productivity.&nbsp; We bring new ideas, help develop your vision, establish realistic growth goals and provide effective marketing and sales strategies.&nbsp; Email <a...

Five years ago, Toma Clark Haines – CEO of The Antiques Diva &amp; Co – was asked in a surreal moment to speak at the House of Parliament at the LAPADA conference. The purpose of the talk was to discuss how to sell antiques to the American buyer. Toma started the talk by saying, “If you want to compete in today’s market – you have to be willing to change.”&nbsp; Today's guest on the podcast, Steven Favreau, represents that change in the way we sell – and decorate – with antiques.Steven Favreau is a top interior designer known in both Boston and San Francisco. His work with both residential and commercial clients has been awarded accolades and has been featured in Design New England, The Boston Globe, California Home + Design, San Francisco Chronicle Stylemakers, Houzz.com, among others. The expression “Making Antiques Modern” is overused and often under-explained. Antique dealers understand that, in order to be successful in selling antiques today, they must take a fresh approach to selling – and displaying – antiques. Gone are the days of dusty doilies and grandma's antiques.&nbsp; &nbsp;Theatrical in personality, style, and design, Steven Favreau is NOT SELLING your grandma's antiques. His approach to the Business of Antiques seamlessly merges the gritty alongside the sleek – antiquity with contemporary.&nbsp; He makes antiques modern by juxtaposing styles so that each genre elevates the other. In this episode, Steven talks about the evolution of his interior design business.&nbsp; &nbsp;During the conversation, he tells about launching the Favreauleus Factory in Boston – an 11,000 square foot loft in the heart of Boston’s Innovation and Design District. More than an antiques store,it was an event space that awakened the senses and challenged the possibilities of dynamic interior design. When the pandemic hit, Steven was stuck with a difficult choice: he had to close the Favrealous Factory. Using this time to reevaluate his business and his life – he chose not to close the factory but to relocate it to Hudson, New York – a small town in upstate New York, which is being dubbed the ‘New Brooklyn’. It’s hip and cool, and the town was ready for Steven’s look. Steven and Toma talk about this decision to relocate. The challenges of being too far ahead of the competition.&nbsp; Of not just following the trends – but setting them – and being trailblazers in their own ways. &nbsp;Visit our sponsor, The British Shop!The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive personal care delivering delicate items around the world. Whether you’re shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does collections in France and Belgium with regular collections ALL across EUROPE. Schedule a CALL with Malcom Disson of TheBritish Shop by visiting their website https://thebritishshop.com/. Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery!

Toma Clark Haines - CEO of The Antiques Diva &amp; Co has a tenant - “Follow Your Heart.”&nbsp; Her constant advice to antique dealers taking her international antique buying tours is “If you don't love what you’re selling - then dont sell it.”&nbsp; Belgian Antiques Dealer and 4 Rooms TV Star Bie Baert is a prime example of how selling what turns you on is the foundation for success.&nbsp; Bie Baert is one of Belgium's most famous antique dealers, and she always follows her heart which is why Toma chose to interview her on Valentines Day (even though this episode drops a few weeks later). Bie explains that she's an autodidact - a self-taught dealer having learned how to be an antiques dealer with hands-on training. And she’s convinced that the Business of Antiques can be taught. Antique Dealers are made - not born. Her biggest piece of advice? Make mistakes. You learn the most by the things you do wrong.She and Toma discuss how her eponymously named business has evolved over the last 28 years.&nbsp; Lucky for Bie, when you google her name, she's the only Bie Baert who shows up. She was an early adapter to the world wide world developing her first website over 20 years ago when her competitors said… “no one will buy antiques online.”&nbsp; It took time to develop her following, but Bie has developed one of the most loyal followings in the world.&nbsp; Her clients love her. They love her charming personality and quirky style, and they love that she can always explain why she bought a certain object.Bie currently sells antiques in a multi-prong approach - on Instagram, her website, and 1stDibs - as well as out of her home near Antwerp. Inviting customers into her home to see inventory in situ and how items look in a home has always been a hallmark of how she does business. This means she is constantly redecorating her house with inventory that is coming in and out of the door. Toma asks Bie’s zodiac sign and Bie confesses that change is in her nature. She's a Gemini.&nbsp; By having a business model that sells antiques direct from her home, as well as extensively online, she has been able to continue to operate during the pandemic - socially distancing with clients allowing them the opportunity to source antiques even when antique fairs and stores were closed due to lockdown. When asked about her best investment back into her company- she explains that investing in the cost of a booth rental for selling at antique fairs in the beginning helped her build her following and gain exposure. Today she only does one antiques fair at Chateau Deulin. It's an intimate fair and a great way to connect with her retail clients.&nbsp; Bie understands her demographic - which means she sells to both the trade and the end buyer. But what the end user buys is really different from what her trade clients purchase.&nbsp; Understanding her target market is one of Bie’s secrets to her success.&nbsp; Her decision to establish her store in her home started long before the pandemic. She talks about the pros and cons of selling antiques from your house, how it’s not for everyone - imagine one day waking up and not having a dining room table! She explains how being an antiques dealer is an act of love. “It’s like raising a child,” she says and Toma concurs saying “The Antiques Diva is my baby - well it’s become a teenager, as AD&amp;CO has grown up.”&nbsp; As the old saying goes, “If you do what you love you’ll never work a day in your life”. Which is not to say Bie doesn’t work hard - in fact, Toma wagers that Bie is one of the hardest working people in this industry. Bie talks about how when you’re an antiques dealer,

In this episode of The Business of Antiques Toma Clark Haines - CEO of The Antiques Diva &amp; Co and Angela Somwaiya owner of Paul's Antiques in Bangkok discuss Angela's journey as an American expat running an antiques store in Thailand.&nbsp; Paul’s Antiques is Bangkok's best antique shop popular among diplomats, expats, tourists and collectors. It’s a veritable cornucopia of precious objects and furniture from South East Asia. Tucked in a quiet soi off bustling Sukhumvit, the store has an unparalleled collection of Burmese colonial pieces, Thai teak furniture, rare textiles, collectibles, and eclectic finds.Angela shares her story how she, as a Chicago native, adopted Thailand as her home and her decision to buy Paul's Antiques. She was raised shopping in flea markets and thrift stores in the USA so, when and her husband were decorating their Bangkok home, she frequented Paul's store to buy antiques. When she heard he was considering closing his store - she offered to buy it. This is a decision that changed her life. Paul’s Antiques was founded in 1994 by Paul Vail, an American expat who settled in Thailand and fell in love with Burmese colonial teak furniture. Originally selling at exhibitions only, Angela and her husband were among Paul’s first customers. Paul went on to revamp a 100-year-old teak house, which served as the first home for his vast eponymous collection complete with an in-house workshop for restorations and repairs. In 2008, Angela bought the business at its latest location in Sukhumvit Soi 13. She made her mark by expanding the collection to include pieces from all over Asia, such as lacquerware, statues, found-art, architectural salvage, and hard-to-find collectibles. She developed a revolutionary workshop and established a loyal customer base including some of Bangkok’s most beloved hotels.&nbsp; Holding a Bachelor's Degree in Japanese Studies and a Master's Degree in Thai Studies, Angela’s passion for the cultural relevance of each object shines through when you inquire about a piece. Angela talks about the importance for antique dealers to know their inventory, understand the stories, and also relate their cultural significance. Educating her clients is at the core of Angela's business. Toma and Angela discuss Angela's decision to buy an established antiques store instead of starting her own business from scratch. They discuss the pros and cons of this situation -the pros involve optimized SEO, an established client list, and reputation; while the cons mean you have to set your own ego aside if the store is named after someone else. In the case of Angela, her store is named Paul’s Antiques - so when clients walk in the door - they are looking for Paul.&nbsp; Angela details how, as she gained confidence as an owner of the store, people stopped asking for Paul and began looking to her because they could see by her confidence that she is the proprietor. Toma tells a story of how Angela is the essence of confidence when she walks through (and drives!) through the streets of Bangkok. They discuss the thrill of the hunt detailing how to buy antiques in Asia. Why Bangkok, Chang Mai, and Bali are the best places to source antiques in Asia and encourage you to book an antique buying tour in Asia. Toma tells how she and Angela first met and why she asked Angela to be the head sourcing agent for her antique buying tours in Asia.They talk about what it means to be “ahead of the curve”. How being first in a market place is not always easy and they discuss the future of antiques.Spoiler alert: the future is so bright, you have to wear shades.Visit our sponsor, The British Shop!The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British...

In this episode of the Business of Antiques, CEO Toma Clark Haines not only debuts her singing career (spoiler alert: she sings off key), but she also talks about how her business – The Antiques Diva &amp; Co – can help you. Toma explains why you should book a FREE 1 HOUR Business Consultation to discuss your antiques shop and explains in detail what happens in that free session. She also explains what she wants to get out of that phone call.&nbsp; &nbsp;She answers frequently asked questions about her services at The Antiques Diva &amp; Co and explains what The Republic of Toma is.&nbsp; The Republic of Toma is her personal diary she shares where she talks about life, love, and other mysteries – think Eat Pray Love (yourself) meets Elle Decor plus a dash of Goop and pinch of Entrepreneur. The Republic of Toma is technically the parent company of The Antiques Diva &amp; Co, and it’s mostly a placeholder for all those future projects she’s working on – from her lighting collection to her fabric collection to the memoir she's writing. And it’s her website for her business consulting for collateral services beyond antiques – i.e., helping you design and develop your lighting collection or develop a furniture collection.&nbsp; She explains how The Antiques Diva &amp; Co Buying Tours work, what an antique buying tour costs as of Feb 1, 2022, and guarantees all pricing verbalized through May 1, 2022. She tells about how, in addition to antique buying tours, they offer concierge services for your travels helping you plan a vacation for some design inspiration after the buying tour. She then flips the switch and explains what a VIRTUAL Antiques Buying Tour is – or buying services when you can’t – or don't have time – to travel overseas. She explains how these antique picking services work, and why you should book a virtual tour instead of just click and buy online. She explains how she and her team get first access to vendors’ new inventory, and how you’re missing out on the best inventory and best prices if you’re not sourcing with The Antiques Diva &amp; Co. Toma is transparent. She explains exactly how she and her team get paid – transparency is the name of the game at The Antiques Diva &amp; Co. She explains the commission process and how to ship antiques from abroad. She warns you what the problems are and what the potential delays are. She discusses the serious delays in the shipping process; the increased pricing for international shipping due to this COVID backlog; the shortage of storage spaces in warehouses for antique dealers; and how, now more than ever, it’s important to have a team on the ground helping you to not only take care of logistics but to also help you get space on a cargo ship to ship your goods! She tells the price of the international shipping. She tells how much to expect it to cost to ship a container of antiques from Europe to America.&nbsp;She gives worst case scenarios on shipping delays.&nbsp; She explains that her Antique Dealer Training Program is essentially business coaching for antique dealers – and she explains how each session works and what you should expect to get out of the mentoring sessions for antique dealers. She discusses the various topics they cover over the 20 hours of private business coaching with her and her colleague Margaret Schwartz of the Modern Antiquarian.&nbsp; She explains her credentials and why she is one of the leading experts in the world for the Business of Antiques.Lastly, Toma...

Today we are talking to Sophie Wood – the fair director of the Chelsea Antiques Fair &amp; Fine Arts taking place March 23-27, 2022. And let’s talk location location location because Chelsea is held in the Old Town Hall in London on Kings Roach in an iconic building. When 2 Covet – an online aggregator site for fine art, jewelry, collectibles, and antiques – bought the Chelsea Fair, they married technology with experience giving their vendors at the fair a multi-prong approach to selling antiques in the 21st century.&nbsp;As a fair director Sophie Wood, understands that it’s all about the experience – not just the for the customer but the vendors.&nbsp;Toma and Sophie discuss how Sophie’s international background gives her an edge in dealing with a diverse client base as well as how at its core antiques is a people business. As Toma always says, people do business with people not businesses. If you want to get ahead in antiques, it’s about networking and ever judging a book by its cover!&nbsp;Sophie confesses she started an online floral business during the first lockdown and she talks about that entrepreneurial spirit. Toma adds that a florist plus antiques dealer is a genius idea and shares other ideas such as a clients antique shop slash wine store. Sophie agrees that you’re not just selling&nbsp;antiques, you’re selling a lifestyle and that includes passions and hobbies as well as art, antiques, and collectibles.&nbsp;The Chelsea Antiques Fair &amp; Fine Arts has some of the best dealers in the world selling at the fair, and Toma tells that if you can’t travel to London you can still shop the fair. Book a Virtual Shopping tour with Antiques Diva Vice President Gail McLeod to do customized trade sourcing at the fair.&nbsp;Sophie explains why a personal shopper can be an added advantage. And she goes on to give tips to dealers who sell at fairs – explaining how booth installation makes a difference. She encourages vendors to edit edit edit and remember less is more – as well as keep restyling and rearranging the booth. Toma emphasizes the importance of holding inventory back for the fair so buyers at the fair get never before seen inventory.&nbsp;Toma then explains that The Antiques Diva has grown up. The two discuss how the Chelsea Fair elevated the market positions of the Fair and the Antiques Diva &amp; Co through good marketing and branding. The The Antiques Diva &amp; Co now offers a full range of marketing and social media services from helping to build newsletter templates to assisting with Instagram or building new websites&nbsp;for antique dealers – in addition to their in person and virtual antique sourcing tours.&nbsp;Elevating your brand is essential for antiques dealers to garner new business and catch the attention of sophisticated client bases.&nbsp;It’s not just about what you sell but how you sell it.&nbsp;Sophie closes the podcast by telling potential fair directors important advice on if they want to start their own antiques fair.&nbsp;Visit our sponsor, The British Shop!The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive personal care delivering delicate items around the world. Whether you’re shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does

Visit our sponsor, The British Shop!The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with tentive personal care delivering delicate items around the world. Whether you’re shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does collections in France and Belgium with regular collections ALL across EUROPE. Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/. Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery!Often on The Business of Antiques Podcast Toma Clark Haines –&nbsp;CEO of The Antiques Diva &amp; Co – uses a specific phrase. She tells clients that if they – as an Antique Dealer –&nbsp; “beat their own drum”, then the right buyers who are interested will come. Every antique dealer has their own audience. It’s the Field of Dreams – “If you build it they will come” meets The Pied Piper of Antiques. That phrase “beat your drum” comes from a line in&nbsp;Henry David Thoreau’s Walden – “If a man does not keep pace with his companions, perhaps it is because he hears a different drummer. Let him step to the music which he hears, however measured or far away.” This idiom essentially encourages you to act or behave in a manner that does not conform to the standard.&nbsp;When Andy Fullen and Tommy Hall told Toma they wanted to open an antique store, they immediately began discussing plans for a buying trip abroad with The Antiques Diva &amp; Co. “Let's go to France!” They looked at 18th C French period pieces, but something didn’t resonate with their store vision. These were high-end pieces, and, as they began the buying process, Andy said “This isn’t the direction I am ready – or want – to take my business. I want to sell inventory priced to sell. And I fear this inventory will outprice my customer. I want to be a good deal for rich people.&nbsp; And I’d prefer to strategize my business for more locally sourced goods in need of restoration than sourcing older pieces from France at this stage in my business.” Andy is a skilled craftsman and is able to do his own restoration work. It took vision and bravery to reevaluate his true desires for his store so that the inventory acquisition proceeded at a speed and price-point he was comfortable with at the beginning stage in his business.&nbsp;&nbsp; Buying abroad isn’t for everyone at every stage in their business. In this frank conversation, Toma, Andy and Tommy discuss when not to buy antiques abroad and what the real costs of buying abroad can be. Making sure you’re prepared for the costs of sourcing and shipping internationally is an important element in sourcing antiques in France. In this episode Toma, Andy and Tommy talk about staying true to the vision of the antiques store you want to build, and why it’s essential to have a business plan and strategy for your antiques shop. And they explain why Fullen-Hall became an overnight success in Dallas.&nbsp;&nbsp;&nbsp;Helping clients define their business strategy is one of the most important elements Toma does as a Business Coach for Antique Dealers. She explains that having a strategy helps antique dealers define the business they want to run while clarifying their values and purpose. Toma explains,...

Visit our new sponsor, The British Shop!The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive personal care delivering delicate items around the world. Whether you’re shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does collections in France and Belgium with regular collections ALL across EUROPE. Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/. Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery!&nbsp;Happy New Year’s guests….Today's guest puts the ho-ho-ho in the holidays. For our first guest of the new year 2022 – we have an Emmy Award-Winning Television Personality and Designer joining us. He is a stylist. A fashion designer. New York Times Best Selling Author. As well as a World Class Equestrian. You might know him from Rupaul’s Drag Race. Or the Original Queer Eye. Or one of Toma’s personal favorite shows - How to Look Good Naked. (Ever since she confessed to doing Naked Yoga on the Business of Antiques End of Year episode - her team has been joking that I’m the Naked Antiquer).Maybe you’ve even watched him on Carson Nation – a TV project he launched in collaboration with his good friend Oprah Winfrey. Our guest literally just jetted home from Israel where he was an MC on Miss Universe. About a month ago today’s guest - Carson Kressley - left a comment on Toma’s instagram page when she announced that THE BUSINESS OF ANTIQUES podcast WAS BACK. Carson Kressley left a comment saying I would love to be a guest on your show. &nbsp;She had to think a moment – do I want to interview Carson Kressley on the Business Antiques? Uhm… is the pope catholic? We learn throughout the conversation how Toma is Carson’s doppelganger – listen to the full podcast to learn all about how! Toma and Carson begin their conversation talking about how they both are highly selective in their personal buying during traveling - the want and need be truly curatorial about an item to have true souvenir quality. In French, the word souvenir means ‘memories’, and that’s what they are looking to buy – a memory of their trip. Carson absolutely loves shopping for antiques, something many may not know about him. In all his travels, he always tries to go to the local flea markets and antiques shops. Going to a new flea market is like Christmas morning for him. He tells us about his love of foxes, old Chanel pieces, and mixing and matching – his home apparently is a collection of antiques and TJ Maxx. Carson describes his love to go to Round Top in Texas for shopping and how shipping companies, like our sponsor The British Shop, make antiques buying so much easier (don’t forget to mention The Business of Antiques podcast when using them for a special deal on insurance!). “Do not fear - keep shopping!”, as Carson tells us.Toma asks Carson also about his thoughts on dealers using Instagram. While Carson has a love/hate relationship with social media himself, he loves the idea for dealers – especially new ones. Going into stores can be intimidating – connecting on direct message can make the experience more personal, build...

Visit our new sponsor, The British Shop!The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive personal care delivering delicate items around the world. Whether you’re shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does collections in France and Belgium with regular collections ALL across EUROPE. Schedule a CALL with Malcom Disson of The British Shop by visiting their website&nbsp;https://thebritishshop.com/. Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery!On today's episode we are talking to an antiques dealer whose talent is more than antiques.&nbsp; James Gooch is a COOL HUNTER. James left his career in film to pursue his passion for vintage treasures and antiques and created a theatrical - almost cinematographic - antiques shop named Doe &amp; Hope.&nbsp; He hasn’t left his first career entirely behind - he’s rented props to many popular movies and TV shows.&nbsp; Game of Throne fans don’t geek out too much… But James supplied more than a few of these props. His store has been voted one of the TOP 50 Antique and Vintage Shops in the UK by Homes &amp; Antiques Magazine. A cool hunter is someone who identifies and sets future trends. When Toma Clark Haines, CEO of The Antiques Diva &amp; Co and founder of Republic of Toma first met James at the Bath Decorative Antiques Show (following the Antique Young Gun Awards in London months earlier) she noticed he was a trailblazer. While every other booth in the fair had painted furniture James’ booth was dark and moody. Filled with brown wood furniture - which at the time wasn’t popular - James went against the grain. Young and just starting out in the trade - James did what Toma calls “the Gentrification of Antiques.” Just like when artists move into a formerly less expensive neighborhood and make it hip - James Gooch made those classic good quality brown wood pieces cool again with his distinctive cinematographic dramatic style.James talks about his on the job training in antiques. He worked in an antiques mall several days a week while starting his own store. This gave him time to slowly build and finance his business.&nbsp;He attributes one secret to his success as his ability to communicate.&nbsp; Starting from his website - he writes a perfect about description for his store:Doe &amp; Hope specialise in decorative, rare &amp; unusual antiques and fine art from around the world with a particular interest in the atmosphere that surrounds an object, taking a cinematic approach in the presentation of our inventory. Our house style is probably best described as theatrical; being a concoction of old money, dramatic decorative, and faded gentility, with common themes of both humour and the macabre running through our inventory, that includes both academic and playful objects.James shares his secret formula on how to write the perfect product description for selling antiques.&nbsp; Meanwhile his photography has a consistent feel - which gives him a signature style - and builds his brand.&nbsp; James discusses his multi-prong sales approach.At the midway point in the podcast - James and Toma experience technical difficulties and their interview is cut off.&nbsp; They reconvene a few days later to discuss ANTIQUE...

VISIT OUR SPONSOR:The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive care delivering delicate items around the world. Whether you’re shipping an entire container or you need to ship via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/. Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery!Toma Clark Haines – CEO of The Antiques Diva &amp; Co and founder of The Republic of Toma – talks about END OF YEAR PLANNING for your life and business. Doing a year end review is a way to hold yourself accountable, to better understand your life goals and values, and to manage your work and life tasks consistently.Toma encourages you to write your vision statement – an aspirational statement for your business that articulates what you would like to achieve. It guides the direction of where you put your effort in the next year. In order to achieve your long term goals, you have to set short-term actionable goalsA dream written down with a date becomes a goal.A goal broken into steps becomes a plan.A plan backed by action makes your dreams come true.Your calendar is the key to your success. Once you learn to manage your calendar – you’ll learn to achieve your goals. But Toma tells the truth. SOMETIMES a goal isn't really a goal. She asks “Are there goals you have that you don't necessarily care about?”She points out the difference between short term vs long term planning for your business. When you have a long term vision of your company, you have the things that you are doing today that everyone sees – and things that no one sees because they are a work in progress.Toma explains how in her own business she’s employed the Pareto Principle, also known as the 80-20 rule. She encourages you to prioritize the 20% of factors that will produce the best results. Core Values should drive those 20% of actions. Your core values are your set of guiding beliefs upon which your business is based.As your antiques business grows, your values need to evolve to reflect how you have changed personally and professionally. Maybe some of the values you defined early on in your business don’t define your business today.Lastly, running an antiques store takes a village. So many antique dealers make the mistake of trying to run a business alone. Putting the right team in place can help you achieve your goals faster. The Antiques Diva &amp; Co offers website development, marketing, and social media services as well as business coaching for antiques dealers in addition to their popular antique buying tours and virtual sourcing services.Toma closes this episode by talking about the money.&nbsp; After all, if you’re not making a profit, your antique shop is just a hobby. Think about if you’re focusing on maximized profitability or maximizing growth? Book a Free Consultation with Toma Clark Haines, CEO of The Antiques Diva &amp; Co by emailing [email protected] YOURSELF THESE QUESTIONS: How did I do this year? What were my goals for this year and did I achieve them? If not, why not?How does your business support your life goals?What are your long term goals for your antiques business?What type of antiques store do you want to have?Does your current store fit your dream store?Where does your long term vision and immediate situation connect?And how...

VISIT OUR SPONSOR:The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive care delivering delicate items around the world. Whether you’re shipping an entire container or you need to ship via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/. Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery!When you’re running a small business there is one secret to success - surround yourself with people who know you more than you do. On this episode Toma Clark Haines, CEO of The Antiques Diva &amp; Co and Founder of The Republic of Toma, is talking with Jason Roske of KC Auction Company https://www.kcauctioncompany.com/. She starts the conversation with a confession - she is almost an auction house virgin! Jason has over 20 years of experience in estate liquidation, buying and selling fine art and antiques, and helping clients through the auctioning process. And Jason teaches Toma all the ins and outs of teaching at auction as well as gives fabulous marketing advice to antique dealers.Auction Houses are a great source for antiques dealers when it comes to sourcing antiques, art, estate jewelry, and so much more. Because KC Auction Company handles estates and private collections, they have incredible access to things that have remained in families for generations - giving you as a dealer access to never before seen inventory.For buyers at auction, Jason reminds clients that all items are sold as is, so it’s important to do your homework before you buy. He encourages buyers to read the full catalog description, to visit the preview in person whenever possible, or to contact the auction house for a condition report before bidding.Remember auction houses don't take returns.He explains the fine print, and auction fees and who is responsible for paying which fee, ie, the buyer is responsible for a buyer’s premium, which is a fee that is added to the hammer price. Each auction house has its own premium percentage and scale, but industry standards are normally around 20 percent. Buyers are also responsible for paying sales tax as well as any applicable delivery or shipping costs.Jason also explains that as the owner of an auction house, he has both clients and customers - when it comes to marketing that’s serving two proverbial masters. This is similar to The Antiques Diva &amp; Co in that as an antique buying tour company we work with both our dealers selling inventory to our clients as well as our buyers. For our antique dealer listeners they have to juggle their marketing relationships with both retail and the trade. Marketing to two audiences can be extremely difficult, but Jason has navigated it by putting communication first - in educating your buyer, setting realistic expectations among the seller, and communicating with all clients. He explains that at core while he may run an auction company - his service is marketing. And he explains why marketing is the most important thing you as an antiques dealer can do.In another edition of #AsktheShipper, Toma talks with Malcom Disson - Managing Director of The British Shop - about how shipping costs are calculated. Of course, each case is unique, but there are a few factors that go into determining the shipment

VISIT OUR SPONSOR: The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive care delivering delicate items around the world. Whether you’re shipping an entire container or you need to ship via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/. Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! Today Toma Clark Haines is talking about a retail trend that she sees happening in the world of antiques – it’s the Advent of the Concept store.A Concept Store is a shop that sells a carefully curated mix of unique products that connect to an overarching theme.Concept Stores evoke a certain lifestyle through their inventory. And they usually have a mix of inventory that is a combination of fashion, furniture, antiques, and art with a twist of hospitality.A Concept Store is about ONE WORD – Experience. It's a place people go to feel cool simply for shopping there.&nbsp; Plus they are INSPIRATIONAL. People feel good when they shop in Concept Stores.&nbsp; They evoke a feeling, and Toma thinks the concept store is the future of antiques.&nbsp;Today’s Guest Rich Schell has spent the last 34 years running 2 incredibly successful businesses – Rich Designs Home and – I Saw It First – a High End Consignment Store, and this combined background has prepared him for his new venture…Evan Guy. It will be the VERY BEST of BOTH businesses.&nbsp;&nbsp;Evan Guy has Art, Antiques, Jewelry, Furnishings, Gifts, Mens, Womens, Interior Design…&nbsp; It’s a Concept Store.In this episode Toma and Rich are practically bubbling over with excitement. Rich gives golden nuggets of wisdom garnered from more than 34 years of industry experience. Get out your pen and paper and be prepared to take notes as Rich shares his tips on How To Become An Antique Dealer, What To Do and What Not to Do. He understands that buyers need to have a WHY – a WHY to BUY. He solves problems for his consumers. And he has implemented a firm No Markdown policy on his consignments. When you sell what you love… people will buy it. Buy what you love, sell what you love. If you do what you love – you might end up working overtime the rest of your life because you’ll never feel like you’re working a day in your life.&nbsp;In this week’s edition of #AsktheShipper, Toma chats with Malcom Disson of The British Shop about shipping and items that fall under the category of ‘restricted’. Some items you buy may need extra permits or licences to export out of the UK and/or enter the US. Malcom quickly walks us through the process. Stay listening for a special offer by Malcom when you use The British Shop!The Antiques Diva &amp; Co: Antique buying tours and sourcing services in 16 countries on 3 continentsAntique Dealer Training Program: Antique dealer training and mentorship &amp; services for new and experienced dealers Republic of Toma Business and Brand Consulting services: Consulting services for entrepreneurs...

VISIT OUR SPONSOR:The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive care delivering delicate items around the world. Whether you’re shipping an entire container or you need to ship via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/. Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery!Continuing with our series of interviews to kick off Season 2, Toma Clark Haines – CEO of The Antiques Diva &amp; Co and founder of the Republic of Toma – sits down with Freya Simms –&nbsp; CEO of LAPADA, the Association of Art &amp; Antiques Dealers. Also, continue listening for another special of #AsktheShipper with Malcom Disson of The British Shop at the end! Freya has an extensive background in art and antiques. She has worked both in-house and on the agency side for major auction houses such as Christie’s, Bonhams and Sotheby’s. She was the Director for Clarion managing all aspects of the renowned Olympia Art and Antiques Fair, where she was responsible for a combined turnover of £4.2million covering all aspects of delivering the show including: sales, operations, vetting, security, marketing, PR and events. And if you don’t already think Freya is superwoman – she also is the founder of the communications consultancy Muse, which earned the Queen’s Award for Excellence in Enterprise in 2014 for its work on clients including the Burlington Arcade, Frieze Masters and Masterpiece London, and she later co-founded Golden Squared Consulting. Meanwhile, she’s even been involved in helping to launch one of Toma’s favorite websites www.Made.com as well as in cultural events such as London Craft Week and Collect.&nbsp;Known by its golden chandelier symbol seen in members' antique shops and at fairs, LAPDA&nbsp; is the largest organization of art and antiques dealers in the UK. Founded in 1974, it was the first antiques trade association to introduce a Code of Practice, ensuring customers' confidence with purchases. By using the website, members and clients can connect with others, as well as learning about the wealth of services LAPADA offers. Additionally, LAPADA does advocacy and lobbying for antiques dealers to Parliament.Toma sat down for a chat with Freya to discuss why the UK is THE place to buy antiques, the solutions in place for the global shipping crisis, and the confidence she has in LAPADA. They put care in the standards, down to the last touch guaranteeing the authenticity of each piece.&nbsp; Toma remarked that clients are often afraid to purchase from vendors they don't have a relationship with – and with LAPADA there is a reassurance not found elsewhere.&nbsp;Overall Toma and Freya shared their hope and happiness of returning to sourcing in REAL LIFE even though we are still in the midst of pandemic – an aspect very missed by both Toma and Freya.In our second segment of #AsktheShipper, Toma talks costs – a topic clients are always curious...

The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive personal care delivering delicate items around the world. Whether you’re shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does collections in France and Belgium with regular collections ALL across EUROPE. Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/. Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! For the 1st episode of Season 2, we sit down for a spicy conversation with Erin Gilbert, VP of Sales, for Chairish. Chairish is the design world's ultimate destination for antiques, vintage, simply second hand, home furnishings and art. They are beloved by the interior designers, tastemakers and all the mere shopping mortals who shop the site – as well as loved by the antique dealers and designers who sell on their site. &nbsp; Our clients at The Antiques Diva &amp; Co sourcing antiques in Europe or taking part in our Antique Dealer Training and Mentoring program consistently list Chairish as their favorite 3rd party sales aggregator site expressing- how easy Chairish is work with,- how they feel valued and understood as a seller listing on the site- and most importantly that they rave that Chairish is their top source of sales on a monthly basis.&nbsp;Newsweek listed Chairish as the "Best Online Shop" of 2021 and Chairish was the winner of USA Today´s Reader's Choice Award for "Best Place to Shop Online for Furniture and Home Decor."Proving the point that the best businesses are born out of necessity – Chairish started when Eric Brockaway, a tech entrepreneur, and his wife Anne, a fashion executive, decided to sell some of their second hand furniture – and realized there was no place for a mere mortal to sell high end furniture other than CraigsList. They dreamt of – and built – a platform where home decorators could find and cherish an expertly curated array of home furnishings and art.Erin explains how selling on Chairish differs from selling on Instagram or other platforms and how their flexibility in working with their vendors ensures vendor satisfaction. She also gives tips on how to get started as a new vendor on Chairish. She discusses photography needs, perfecting your SEO utilization and the importance of getting measurements right! Chairish offers buyers the opportunity to sort by measurementOne of the key differences between Chairish and Instagram or FaceBook Marketplace is the audience – with over 30K designers sourcing on the site – their target audience ensures a reach to a wider audience than most social media accounts could ever reach on their own. Most other sales platforms charge a monthly fee in addition to commission which makes them a greater investment than Chairish – who doesn’t charge a monthly fee. On Chairish, antique dealers only pay a commission when they make a sale! You also don’t need to be a professional dealer to sell on Chairish, anyone can!Find out more at chairish.comIn our Antique Dealer Training and Mentoring Program I recommend antique...

Today on The Business of Antiques I'm back after a break during Quarantine here in Venice. I've spent the last month deep in thought about how we should respond as the antiques industry to this Coronavirus. I've spoken to some of the top names in the industry and in the next few episodes we will be discussing Selling Antiques in the Life and Times of the Coronavirus with some of the people who I think have got it figured out. Today I sat down with Margaret Schwartz of Modern Antiquarian - she in Self Sheltering in New York, me at home in Venice - to discuss how she is responding to the crisis. Margaret gives her advice on selling antiques during these difficult times. Modern Antiquarian is one of the premier sellers of Swedish and Garden Antiques in the United States. Margaret began her career at Martha Stewart Living. Her background played a key role in inspiring Margaret to pursue her interest in the home decor business. After leaving Martha, Margaret acquired The Summer House, an antiques and home design store in New Canaan, Connecticut. Having her own brick and mortar store, Margaret was able to apply and refine her signature style and passion for home design. She made a bold move to rebrand her store calling it Modern Antiquarian and focusing exclusively on antiques.Margaret shares her innovative marketing strategy, how she's using social media to establish connection with her buyers and gives advice on why you should take our Antique Dealer Training and Mentoring Program.Talk to you soon,Ciao CiaoToma Clark Haines, The Antiques DivaThe Antiques Diva &amp; Co: Antique buying tours and sourcing services in 16 countries on 3 continentsAntique Dealer Training Program: Antique dealer training and mentorship &amp; services for new and experienced dealersThe Antiques Diva Furniture Collection By Aidan Gray: Reproductions using classic design mixed with modern materialsRepublic of Toma: Custom jewelry designed by Toma, inspired by her love of antiques and travel

In this episode of The Business of Antiques we share the Behind the Scenes Podcast with Host Cindy Hodnett - the director of public relations and communications for the IMC, owner of High Point, Las Vegas and Atlanta Markets. Today on our podcast the tables are turned. Instead of me interviewing Cindy - Cindy interviewed me - Toma Clark Haines - on what it’s really like to live life in Quarantine in Italy. We discuss quarantine, running a business, the changing tides of design, and what trends to expect coming out of the Coronavirus as well as how this virus has changed me. We take a moment to reflect on wellness. Now more than ever self care is important and we discuss the various ways you can care for yourself during these days of self sheltering. Until Next TimeToma Clark Haines,Founder - The Republic of Toma https://www.republicoftoma.com/ CEO - The Antiques Diva https://antiquesdiva.com/The Antiques Diva &amp; Co: Antique buying tours and sourcing services in 16 countries on 3 continentsAntique Dealer Training Program: Antique dealer training and mentorship &amp; services for new and experienced dealersThe Antiques Diva Furniture Collection By Aidan Gray: Reproductions using classic design mixed with modern materialsRepublic of Toma: Custom jewelry designed by Toma, inspired by her love of antiques and travel

Today, on The Business of Antiques, I'm back after a little break in the midst of Quarantine here in Venice. I've spent the last month deep in thought about how we, the antiques industry, should respond to this Coronavirus. I've spoken to some of the top names in the industry, and in the next few episodes, we will be discussing 'Selling Antiques in the Life and Times of the Coronavirus' with certain people who I think have got it figured out. I sat down today with Margaret Schwartz of Modern Antiquarian - she is Self Sheltering in New York, me at home in Venice - to discuss how she is responding to the crisis. Margaret gives her advice on selling antiques during these difficult times. Modern Antiquarian is one of the premier sellers of Swedish and Garden Antiques in the United States. Margaret began her career at Martha Stewart Living, which played a key role in inspiring Margaret to pursue her interest in the home decor business. After leaving the Martha empire, Margaret acquired The Summer House, an antiques and home design store in New Canaan, Connecticut. Having her own brick and mortar store, Margaret was able to apply and refine her signature style and passion for home design. She made a bold move to rebrand her store calling it Modern Antiquarian and focusing exclusively on antiques.Margaret shares her innovative marketing strategy, how she's using social media to establish connection with her buyers and gives advice on why you should take our Antique Dealer Training and Mentoring Program.Talk to you soon,Ciao Ciao Toma Clark Haines, The Antiques DivaFound out more about Margaret Schwartz at Modern AntiquarianAlso check out The Antiques Diva here:The Antiques Diva &amp; Co: Antique buying tours and sourcing services in 16 countries on 3 continentsAntique Dealer Training Program: Antique dealer training and mentorship &amp; services for new and experienced dealersThe Antiques Diva Furniture Collection by Aidan Gray: Reproductions using classic design mixed with modern materialsRepublic of Toma: Custom jewelry designed by Toma, inspired by her love of antiques and travelThe Business of Antiques: Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

Today on The Business of Antiques I'm LIVE at Las Vegas Market, interviewing 2nd generation antique dealer Mik Hollis, president of Susanne Hollis, Inc. - one of the premier antique shops in America. It's been a design destination for interior designers and the design-minded for over 30 years in Pasadena, California, with over 19,000 square feet of showroom and warehouse space, specializing in pieces from Asia, Europe and South America.&nbsp;Mik grew up traveling the world buying antiques with his mother. He's going to tell us his insider techniques on sourcing antiques and how he runs and markets his antique business.&nbsp;Mik Hollis shares how he's going to bring the world of antiques into the modern digital age, and why he believes pieces from the past continue to have a story worth sharing.Talk to you soon,Ciao CiaoToma Clark Haines, The Antiques DivaAlso check out The Antiques Diva here:The Antiques Diva &amp; Co: Antique buying tours and sourcing services in 16 countries on 3 continentsAntique Dealer Training Program: Antique dealer training and mentorship &amp; services for new and experienced dealersThe Antiques Diva Furniture Collection by Aidan Gray: Reproductions using classic design mixed with modern materialsRepublic of Toma: Custom jewelry designed by Toma, inspired by her love of antiques and travelThe Business of Antiques: Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

I'm LIVE at the Dallas Market Center, sharing my keynote presentation on Manifesting Your Dreams, and&nbsp;making your dreams a reality.I get personal, and talk about things I've never discussed publicly, and how they changed me. I reveal my superpower, and how I developed it and I answer questions from the audience.In today's podcast I'll be discussing&nbsp;vision planning, and the importance of focusing on your goals as&nbsp;I break dream making into actionable steps.What does vision planning have to do with The Business of Antiques? Everything!&nbsp;The Business of Antiques helps you fulfill your dream of becoming an antique dealer,&nbsp;to become very clear in your vision about what you want - and what you don't want.&nbsp;&nbsp;Today's podcast is for anyone who has a dream, and who wants to make that dream a reality. As I always say,&nbsp;#DreamsDoComeTrue.&nbsp;Talk to you soon,Ciao Ciao Toma Clark Haines, The Antiques DivaAlso check out The Antiques Diva here:The Antiques Diva &amp; Co: Antique buying tours and sourcing services in 16 countries on 3 continentsAntique Dealer Training Program: Antique dealer training and mentorship &amp; services for new and experienced dealersThe Antiques Diva Furniture Collection by Aidan Gray: Reproductions using classic design mixed with modern materialsRepublic of Toma: Custom jewelry designed by Toma, inspired by her love of antiques and travelThe Business of Antiques: Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

Toma Clark Haines is at The Original Miami Beach Antique Show, where she's leading her famous&nbsp;#NoPassportRequired&nbsp;antique tours at the annual January antique fair, offering a vast selection of antiques, vintage pieces, and jewelry from over 700 US and international dealers.Mark your calendars for January 2021&nbsp;and join Toma in Miami:&nbsp;sign up for the Antiques Diva newsletter&nbsp;to get all the dates and other antiques and Diva news and updates.Today Toma is talking to Katrina Canady, Show Manager of US Antique Shows. Toma and Katrina talk about everything that makes OMBAS special for sellers, buyers and lovers of antiques at this world renown annual show where dealers have been showcasing their inventory for decades:&nbsp;What US Antique Shows looks for in an exhibitorWhat the show is known forTips on how antique dealers can design their booth space for selling at an antique fairHints on shopping at an antique fairBehind-the-scenes details on the antique fair industry&nbsp;Toma and Katrina talk about some of the very special and unique finds at the show from dealers around the world - textiles, weapons, furnishings, jewelry, posters... and answer questions you want to know about how and why to buy or sell antiques at The Original Miami Beach Antique Show.&nbsp;The Original Miami Beach Antique Show #OMBAS&nbsp;www.originalmiamibeachantiqueshow.comwww.instagram.com/usantiqueshows&nbsp;Talk to you soon,Ciao Ciao Toma Clark Haines, The Antiques DivaAlso check out The Antiques Diva here:The Antiques Diva &amp; Co: Antique buying tours and sourcing services in 16 countries on 3 continentsAntique Dealer Training Program: Antique dealer training and mentorship &amp; services for new and experienced dealersThe Antiques Diva Furniture Collection by Aidan Gray: Reproductions using classic design mixed with modern materialsRepublic of Toma: Custom jewelry designed by Toma, inspired by her love of antiques and travelThe Business of Antiques: Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

Welcome to our new sponsor, RonatiWe are kicking off the New Year by tackling that topic of INCREASING YOUR SALES!&nbsp;And to do that we need to start with Marketing for Antique Dealers.Marketing is the #1 way you can increase your sales.I want to&nbsp;debunk myths about websites&nbsp;that I hear Antique Dealers say:&nbsp;Antique Dealers will often tell me they don't need a website because they sell on Instagram or at an antiques mall, antique fairs etc.Let me tell you something…People are more likely to do business with a company they trust, and a website is the first place they go to check out who you are. Even if you have NO intention to ever sell on your website - you need a simple website just to show you exist.Approximately 30% of all consumers won't even consider buyingfrom a business that does not have a website.&nbsp;Selling Antiques&nbsp;is a very visual and experiential product experience.&nbsp;Learn more about marketing for antique dealers by listening to the full podcast, including:How - and what marketing to outsourceVisual marketing toolsSocial media marketingContent marketingVideo marketing&nbsp;Local SEO&nbsp;Email marketingPodcastsI'm super excited to introduce our new sponsor for The Business of Antiques Podcast, Ronati. Think of Ronati as your personal data entry and stock management team. Everything is tracked for you, uploaded and updated from a single location.&nbsp;Ronati is the first inventory and marketplace management tool built specifically FOR AND WITH dealers of vintage, antique and one-of-a-kind pieces in mind.&nbsp;It's been in design and testing mode with antique dealers in both the US and UK for over a year. Ronati's eCommerce Manager is an all-in-one inventory and marketplace management tool. If you'd like to try it out for free, head over to&nbsp;www.Ronati.com/businessofantiques&nbsp;to activate your free trial program with no obligation and no payment information required. There are a limited number of these free trial programs, so be sure to reserve yours before they're gone.Talk to you soon,Ciao Ciao Toma Clark Haines, The Antiques DivaAlso check out The Antiques Diva here:The Antiques Diva &amp; Co: Antique buying tours and sourcing services in 16 countries on 3 continentsAntique Dealer Training Program: Antique dealer training and mentorship &amp; services for new and experienced dealersThe Antiques Diva Furniture Collection by Aidan Gray: Reproductions using classic design mixed with modern materialsRepublic of Toma: Custom jewelry designed by Toma, inspired by her love of antiques and travelThe Business of Antiques: Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

Kelli Ellis is well-known across the design industry. Her most recent venture as VP of Industry Relations for EU, UK, and US of&nbsp;Ronati&nbsp;where she supports&nbsp;dealers of antique, vintage, and one-of-a-kind&nbsp;pieces around the world with technology and tools to help their businesses thrive.&nbsp;I had the opportunity to sit down with Kelli to talk about a slew of serious topics from her new role with Ronati - the e-commerce manager that's about to&nbsp;Take the Antiques World by Storm&nbsp;-&nbsp;to her recent move to Barcelona - and the question we all want to know… which brand of red lipstick does she actually wear?&nbsp;Spoiler alert&nbsp;- It’s Mac Ruby Woo. In fact, Kelli and I compared perfumed notes over our pucker power and discussed plans for the future as well as how we get&nbsp;what we want out of life.&nbsp;&nbsp;Kelli Ellis&nbsp;is an interior designer, lifestyle expert and lifelong traveler&nbsp;who represents the epitome of livable luxury and casual international style mixed with rock star glam. Kelli is well known on TV and radio: you’ve seen her designs featured on TLC’s&nbsp;Clean Sweep, HGTV‘s&nbsp;Takeover my Makeover,&nbsp;Celebrity Holiday Homes,&nbsp;House Hunters Renovation, and productions of&nbsp;Value Booster’s,&nbsp;Move or Improve,&nbsp;and&nbsp;The House Therapist,&nbsp;and watched her design homes and offices on Bravo’s&nbsp;Real Housewives of Orange County; as well as her own shows&nbsp;on The Design Network,&nbsp;Design Therapy, and Mid Mod: Then and Now.&nbsp;Her celebrity and discerning clientele benefit from her extensive world travels, adding dramatic artwork and antiques to create unique havens.Talk to you soon,Ciao Ciao Toma Clark Haines, The Antiques DivaFound out more about Margaret Schwartz at Modern AntiquarianAlso check out The Antiques Diva here:The Antiques Diva &amp; Co: Antique buying tours and sourcing services in 16 countries on 3 continentsAntique Dealer Training Program: Antique dealer training and mentorship &amp; services for new and experienced dealersThe Antiques Diva Furniture Collection by Aidan Gray: Reproductions using classic design mixed with modern materialsRepublic of Toma: Custom jewelry designed by Toma, inspired by her love of antiques and travelThe Business of Antiques: Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

Okay People: We are going to Get REAL on today's The Business of Antiques podcast.You might say,&nbsp;We’re getting naked. Which given I’m recording this episode in Berlin Germany seems appropriate. My company The Antiques Diva is actually a German enterprise and I’m at headquarters to make sure all is right in the world. Now Berlin happens to be home of the Burlesque. So somehow saying&nbsp;We’re getting naked in Berlin&nbsp;feels appropriately inappropriate.&nbsp;&nbsp;Okay - we are keeping this PG - which means we are not totally naked but definitely we are stripping down to our Spanx. I LOVE Spanx. Let’s face it, I’m curvy girl. I’ll never be a waif. Even at my thinnest times I have curves. Boobs. A waist.&nbsp;Hips. It’s either a curse or a blessing depending who is talking about it. So when Spanx came out I was THRILLED. They are the perfect solution to my figure flaws (or assets).BUT you have to be thinking what in the world is Toma Thinking - What do Spanx - and support garments in general -&nbsp;have to do with The Business of Antiques?Everything.Because at The Business of Antiques I’m making you&nbsp;look at your Antiques Business in a Whole New Way. You’re not just building an antiques store - successful antique dealers build a brand. &nbsp;&nbsp;And one of the most impressive brands I’ve come across in a long time is Spanx.&nbsp;Color tells a story. Why did Sara Blakely choose the color red to reflect her brand? What colors speak to you and tells your brand's story?&nbsp;Listen to to the podcast&nbsp;What's Spanx Got To Do With Antiques?&nbsp;to learn how sharing your authentic story can help you build your brand and&nbsp;take your antique business to the next level.Talk to you soon,Ciao Ciao Toma Clark Haines, The Antiques DivaAlso check out The Antiques Diva here:The Antiques Diva &amp; Co: Antique buying tours and sourcing services in 16 countries on 3 continentsAntique Dealer Training Program: Antique dealer training and mentorship &amp; services for new and experienced dealersThe Antiques Diva Furniture Collection by Aidan Gray: Reproductions using classic design mixed with modern materialsRepublic of Toma: Custom jewelry designed by Toma, inspired by her love of antiques and travelThe Business of Antiques: Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

Toma talks to Jason and John of Madcap Cottage on The Business of Antiques Podcast, recorded at Venice's famous Gritti Palace. They discuss the importance of&nbsp;diversification in income streams, how the entire industry has changed and candidly discuss their solutions for increasing their profit margin.Jason and John are two of the smartest strategists in the industry and are setting the design world on&nbsp;FIRE!&nbsp;Talk to you soon,Ciao Ciao Toma Clark Haines, The Antiques DivaAlso check out The Antiques Diva here:The Antiques Diva &amp; Co: Antique buying tours and sourcing services in 16 countries on 3 continentsAntique Dealer Training Program: Antique dealer training and mentorship &amp; services for new and experienced dealersThe Antiques Diva Furniture Collection by Aidan Gray: Reproductions using classic design mixed with modern materialsRepublic of Toma: Custom jewelry designed by Toma, inspired by her love of antiques and travelThe Business of Antiques: Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

When it comes to marketing your antique business you need to identify your niche and communicate what makes you different from all the other antique dealers out there. Why should someone shop with you versus someone else? You’ve got to&nbsp;Communicate Your Thing.&nbsp;In marketing terms this is your USP - Unique Selling Point or Unique Selling Perspective.&nbsp;When you’re running an antiques business - you need to be&nbsp;SAVVY&nbsp;about communicating your message.&nbsp;You need to BE SPECIFIC. Every single antique dealer I knows has a USP - find yours and COMMUNICATE IT!There are a lot antique dealers. That’s a lot of people doing the exact same thing.&nbsp;When you sell antiques you’re selling a story.&nbsp;​Your Unique Selling PurpleWhat's your purple - your story that is uniquely you?The first thing you need to look at as an antique dealer is your personal story. People buy antiques for the story.And not just the story of the antique&nbsp;but also the story of the people who they buy antiques from.&nbsp;What I want you think about is WHAT EXPERIENCE CAN YOU - or do you already - OFFER YOUR clients that you're not communicating? What's your Unique Selling Point?&nbsp;What part of your story is so remarkable and unique that people will continue talking about you when they walk away from meeting you or following you on social media.The next part is communicating your USP skills.&nbsp;Then get personal - Everyone has a&nbsp;thing. Very few businesses are one-of-a-kind.&nbsp;Unless you can pinpoint what makes your antique business unique in a world of homogeneous competitors, you cannot target your sales efforts successfully.&nbsp;One way to figure out your USP is start is to analyze how other companies use their USPs to their advantage.Listen to the USP podcast for more ideas, stories and inspiration on how to identify and communicate YOUR USP: Unique Selling Point!&nbsp;Talk to you soon,Ciao Ciao Toma Clark Haines, The Antiques DivaAlso check out The Antiques Diva here:The Antiques Diva &amp; Co: Antique buying tours and sourcing services in 16 countries on 3 continentsAntique Dealer Training Program: Antique dealer training and mentorship &amp; services for new and experienced dealersThe Antiques Diva Furniture Collection by Aidan Gray: Reproductions using classic design mixed with modern materialsRepublic of Toma: Custom jewelry designed by Toma, inspired by her love of antiques and travelThe Business of Antiques: Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

Toma is in Venice with antiques industry icon and legend Olga Granda, someone she admires and who makes things happen. This podcast was recorded over lunch at&nbsp;Terrazza dei Nobili&nbsp;- we apologize that it's a bit difficult to hear - but well worth the effort!Meet Olga C. Granda: Cultural EntrepreneurOlga began antiquing as a child traveling through Europe with her father, an antique dealer. Growing up in Miami, Olga left home at 14 to train as a ballet dancer and fell in love with the art and history and travel. After her early career in dance, Olga joined her father in his antiques business&nbsp;Alhambra Antiques&nbsp;in Miami for 14 years. Olga is an expert in European art and antiques and earned the respect and admiration of dealers and clients worldwide for her keen eye and exceptional taste. Fluent in four languages, Olga's career merges 21st-century technology with the arts, both visual and performing.&nbsp;In around 2007 and the early days of blogging, through Toma's blog The Antiques Diva she met Olga and her blog&nbsp;Dancing Through Paris&nbsp;in around&nbsp;and they met in Paris at the&nbsp;Mercanteinfiera Antique Show&nbsp;a few years later.&nbsp;Olga's experience as a dealer fueled her drive to pursue her own point of view and create new trends in the antiques industry as the Founder and Chief Operating Officer of&nbsp;The Highboy, an online antiques marketplace for exceptional antique and vintage furniture, art and decor.&nbsp;Today Olga is a cultural entrepreneur and the Artistic Director and CEO of&nbsp;Sanctuary of the Arts, an artist-led institution created for the purpose of healing, empowering, and uplifting.&nbsp;Talk to you soon,Ciao Ciao Toma Clark Haines, The Antiques DivaAlso check out The Antiques Diva here:The Antiques Diva &amp; Co: Antique buying tours and sourcing services in 16 countries on 3 continentsAntique Dealer Training Program: Antique dealer training and mentorship &amp; services for new and experienced dealersThe Antiques Diva Furniture Collection by Aidan Gray: Reproductions using classic design mixed with modern materialsRepublic of Toma: Custom jewelry designed by Toma, inspired by her love of antiques and travelThe Business of Antiques: Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

You've heard me say it time and time again -&nbsp;Dreams Do Come True.&nbsp;But have you ever wondered&nbsp;How?&nbsp;What goes into making your dreams a reality? When I discuss the trajectory of my career from writing a blog about where to buy antiques in Europe to launching a 1-woman business to becoming a global empire with antique buying tours in 16 countries -&nbsp;I simplify things and say that the secret to my success was putting one stiletto clad foot in front of another.&nbsp;But what does that mean?&nbsp;&nbsp;Every day I took - and continue to take - one step forward.&nbsp;While that seems easy to say in retrospect - trust me - when you're in the trenches - it's difficult to even know where to start!&nbsp;&nbsp;The first step is the hardest.&nbsp;It all feels... overwhelming.&nbsp;Okay, let me get real - I am 11 years in the business - and I still get overwhelmed!&nbsp;But what I've learned when I feel overwhelmed all I have to do is ONE MIT: Most Important Thing.&nbsp;It's my #LifeHack.&nbsp;Regardless of any situation - personal or professional -&nbsp;I can always do One Thing.&nbsp;And that One Thing leads to the next thing.If you want to start an antiques business - Don't think about STARTING an antiques business.&nbsp;That can feel daunting. It can feel overwhelming.&nbsp;Instead, think about LEARNING HOW to start an antiques business.&nbsp;&nbsp;Make&nbsp;Learning About Starting An Antique Business&nbsp;your One Thing You Do until it leads to the next step. If you want your Dreams To Come True - I challenge you to set aside&nbsp;anywhere from 10 minutes a day, to 30 minutes 3 times a week to do research on starting your business.&nbsp;Set a date on your calendar with yourself and make it a priority to LEARN how to be an antiques dealer.&nbsp;Treat it like school.&nbsp;Buy a 3 ring binder.&nbsp;Buy a notebook. Save a folder on your laptop.To get started on the 1st day you might simply want to google and read an article on how to be an antique dealer. The next day you might want want to read an interview with an antiques dealer on how he got his start.&nbsp;The 3rd day you could research local antique shops.&nbsp;One the 4th day look at your calendar and schedule visits to local antique malls and fairs. You don't have to go to the shops or fairs. Simply make a date to put them on your calendar.&nbsp;&nbsp;Day 5 and beyond&nbsp;I want you to start a Pinterest board with various antiques you would like to sell. Dream Big.&nbsp;I want you to start defining your style. If money were no object what would you WANT to sell? This is going to take more than one day - it will be a continual thing you work on as you build your fantasy inventory.&nbsp;&nbsp;Create a list of your favorite antique dealers and then continue to add to that list.&nbsp;One one day you can choose one antique dealer&nbsp;you like and define why you like them. Articulate why and what.&nbsp;This will lead you to determine&nbsp;how&nbsp;you can do it too.You need to understand what type of antique stores and inventory you're drawn to.&nbsp;You're figuring out what type of antique dealer you want to be when you grow up.&nbsp;And once you know what you like, let's talk money.&nbsp;How much are these antiques selling for?&nbsp;Get yourself familiar with prices.&nbsp;You don't realize it but you're building your business plan.&nbsp;Getting started starts with one step.Did you notice the domino effect of what I've just done?&nbsp;Each step you take ORGANICALLY will lead you to the next step.&nbsp;&nbsp;Don't choose 20 things to do in one day.&nbsp;Simply choose 1 thing.&nbsp;&nbsp;And the next time you sit down to do research, choose the next thing.&nbsp;&nbsp;The key point in making progress in pursuing your dream is to continue to advance - one step at a time.&nbsp;Your dreams come true when you do the steps...

I'm Toma Clark Haines, host of The Business of Antiques podcast. I'm on a mission to make antiques sexy, modern and fun... and PROFITABLE!